INTRODUCTION On an interview it's not what you say that counts, it what the employer hears!

Unfortunately these two things are often different. On a job interview, as in life, reality is 90% perception. When seeking a job, you must be aware that the PERCEPTION of what you say is often not what you thought you said. This guide will help you to answer and ask question that will not be misunderstood by the employer, and to present you and your skills in the best light possible. Negative Factors Evaluated by an Interviewer Personal appearance, which is less than professional. Overbearing, overaggressive or egotistical behavior. No positive purpose. Lack of interest and enthusiasm -- passive and indifferent. Lack of confidence and poise; nervousness. Overemphasis on compensation. Evasiveness; making excuses for unfavorable factors in work history. Lack of tact, maturity and courtesy. Condemnation of past employers, managers, projects or technologies. Inability to maintain a conversation. Lack of commitment to fill the position at hand. Failure to ask questions about the position. Persistent attitude of "What can you do for me?" Lack of preparation for interview -- failure to get information about the company, resulting in inability to ask intelligent questions. Before you leave the house: Be prepared! Know the exact place and time of the interview, the interviewer's full name, and the correct pronunciation and his or her title. Get on the Internet and look up the company. If you dont have Internet access at home, go to the library. Due diligence is very important. If possible, review the company web site, as well as their competitors. If you know the name of the interviewer, try a Google search on that person. The more information you can gather, the better interview you will have. Always dress professionally even if the job itself is casual. It shows respect. For women, avoid large jewelry or too much makeup. Wear a dress, skirt or suit. For men, wear a suit if you have one, or clean and pressed dress shirt with a tie. Bring a copy of your resume with you to each interview, even if you have emailed or faxed it ahead of time. Be prepared to provide references with contact information.

The Interview When you get there: Always have a firm handshake. Always look people in the eye. Sit up straight in your chair. Do not chew gum during the interview, turn off your cell phone, and do not bring food or any kind of drink into the interview. If you smoke, dont put a cigarette out and immediately walk in the door. Be careful not to wear too much perfume or cologne. The Application: If the company has an application, DO NOT simply write, see resume. They know you have a resume, and have spent money to print an application anyway. It is dismissive and disrespectful to assume you are somehow too good to be bothered to fill out an application. When filling out an application write neatly and spell carefully! Make sure all of the dates you provide on the application coincide with your resume. Leave no space blank, if the question doesnt apply to you or your circumstances write N/A. If asked on an application: Salary Desired? Write open or negotiable. During the Job Explanation: Follow the interviewer's leads, but try to get the interviewer to describe the position and the duties to you early in the interview so that you can apply your background, skills and accomplishments to the position. Give him a reason to want to hire you by citing examples of your experience (work or otherwise) that is similar to the duties he is describing. Stress achievements. For example: sales records, processes developed, savings achieved, systems installed, etc. When They Ask You: Here is a list of sample interview questions job seekers can expect, especially at a first, more traditional interview. Prepare answers to these questions, but don't memorize your answers so that you come off sounding like a robot. In other words, be prepared for these questions and have an outline or script ready, but don't worry about remembering your answers word-for word. When formulating your answers to the typical job interview questions, it is important to discern what the interviewer is truly asking. The vast majority of employers are interested in three issues: 1. Can you do the job? 2. What salary do you require? 3. If I hire you, will you be a long-term employee? Almost all interview questions can find their origin in one of these three issues. As you will see, the third issue is the most important on most interviews. Qualifications and money are easily established, but the longevity of a potential employee is a question that most employers spend a great deal of time and energy trying to establish. Note each question and how it correlates to one of the three standard interview issues: A) What kind of money do you want? B) Why should I hire you? C) If I hire you are you going to quit on me?

1. What are your short-range goals and objectives? C This question translates as question C. The employer is trying to discover if your long range and short-range goals match the opportunities presented by the position for which you are interviewing. 2. Tell me about yourself. B Here is your opportunity to make your case! What qualities do you possess that this specific employer is looking for?" This is the same answer you should give to the question, Why should I hire you? and the question Why do you think you can do this job? For example, I am dependable, honest and a hard worker who is looking to get ahead in a good company like yours 3. What specific goals other than those related to your occupation, have you established for yourself for the next ten years? C Again, do your goals fit with what we have to offer? Keep your answer non-specific. For example, I am hoping to be in a stable environment both professionally and personally. 4. What do you see yourself doing five years from now? Ten years from now? C The only correct answer to this is Working for your company. 5. What do you really want to do in life? C Will you be working for me? This is the question you need to answer. 6. What are your long-range career objectives? C This question translates as question C. The employer is trying to discover if your long range and short-range goals match the opportunities presented by the position for which you are interviewing. 7. How do you plan to achieve your career goals? B This translates to Why should I hire you? What qualities do you have that will make you successful with the company you are interviewing with? 8. What are the most important rewards you expect in your business career? C DO NOT say money, unless you are interviewing for a sales position. 9. What do you expect to be earning in five years? C Do not give a number. The first person that gives a number in any negotiation loses! Again, be non-specific. Tell the employer that you expect to be paid commensurate with your contribution to his organization. 10. Why did you choose the career for which you are interviewing? C You must have specific reasons why you are there, and those reasons should have to do with the position and the organization. This is one of those times that your research will payoff. 11. Which is more important to you, the money or the type of job? C AND A For a normal interview, of course the position. For a sales interview, position and money are inseparable.

12. What do you consider to be your greatest strengths and weaknesses? B What is your greatest strength? What qualities are necessary for this position? Do you have them? If so, say so. What is your biggest weakness? BE CAREFUL! If the job involves detail work, dont say detail work. If you really dont think you have one, say so. Tell them that personally you probably have lots, like leaving the top off the toothpaste, but at work you strive to not have weaknesses. 13. How do you think a friend who knows you well would describe you? B Stick to the program. This is the same question as Why should I hire you? 14. What motivates you to put forth you greatest effort? B Decide this answer before you even show up for the interview, and tell them succinctly and honestly. 15. Why should I hire you? B Again, here is your opportunity to make your case! What qualities do you possess that this specific employer is looking for? 16. What qualifications do you have that make you think that you will be successful in? business? B See above! 17. How do you determine or evaluate success? B How does the employer? It is ok to ask him/her. Then fully agree. 18. What do you think it takes to be successful in a company like ours? B See above. 19. In what ways do you think you can make a contribution to our company? B Companies are in business to make a profit. Bosses are in business to look good to their supervisors. You can contribute by doing assisting both in those goals. 20. What qualities should a successful manager possess? C This is a question that could have two meanings. Are they asking you what kind of a manager would you be or what kind of manager do you want to work for? If you can not decide, ask the interviewer which he means. If it is what kind of manager do you want to work for remember, you are FLEXIBLE. 21. Describe the relationship that should exist between the supervisor and those reporting to him or her? C Speak from your heart. If this company does not agree with your answer to this question, you probably shouldnt work there. 22. What two or three accomplishments have given you the most satisfaction? Why? B BE PREPARED! This is a very common question, and you dont want to have to think too hard in front of the interviewer in order to answer it. 23. If you were hiring a graduate for this position, what qualities would you look for? B The same qualities you spoke of in the Why should I hire you? section.

24. Do you have plans for continued study? An advanced degree? C This is a very popular question right now, and many candidates lose the position right here. Does the job require more education? If not, would more education elevate you right out of the position? Does graduate work mean you are not committed to this career? Be careful when answering this, as many times it confers to the employer that you are really looking for bigger and better things! 25. In what kind of work environment are you most comfortable? C Flexibility is key here. 26. How do you work under pressure? B Give an example of how you have handled a pressure situation. 27. What are the biggest frustrations you have had to deal with in your current or last position? If asked what frustrations you have had to deal with, never say none. Say that all jobs have frustrations but you like to see them more as challenges than problems. Then give an example from your history and how you solved it. 28. Why did you decide to seek a position in this company? C Research is the key. You must do your due diligence before the interview. 29. What do you know about our company? C Again, research! 30. What two or three things are most important to you in your job? C Speak from the heart. What is important to you is key to your job satisfaction. At the same time, the success of your employer is also important for the stability of the company and therefore your job. 31. Are you seeking employment in a company of a certain size? Why? C Be flexible with this answer. Dont pigeonhole yourself. 32. What criteria are you using to evaluate the company for which you hope to work? C This question will require some thought prior to your interview. Try to use your research of the company to come up with a solid answer. Usually their mission statement is helpful. 33. Do you have a geographic preference? Why? C Be flexible with this answer. Dont pigeonhole yourself. 34. Will you relocate? Does relocation bother you? C Now or in the future? Try to get the employer to be specific. 35. Are you willing to travel? C How much? Again, try to get the employer to be specific. 36. Are you willing to spend at least six months as a trainee? C The only good answer is of course. 37. Why do you think you might like to live in the community in which our company is located? C Be flexible with this answer. Dont pigeonhole yourself.

38. What major problem have you encountered and how did you deal with it? B This is another question that will require preparation. It is also a common question so make sure you are ready for it. 39. What have you learned from your mistakes? B Honestly and sincerely admit any mistake, and tell what you have learned. 40. Do you want this job? ALWAYS, ALWAYS say you are very impressed with the company, the interviewer and what you have heard today. Is this an offer? If so, see NEGOTIATION section. If not, say you are very interested and would love to hear more. (Questions for recent college graduates) 41. How has your college experience prepared you for a business career? B Prepare an answer ahead of time, and make sure you are answering the Why should I hire you? question with your answer. 42. Describe your most rewarding college experience? B Try to define this within the confines of the job you are interviewing for. For example, if this position involves marketing, talk about a marketing project you did in school. 43. Why did you select your college or university? C Almost any reason (with the exception of I heard it was easy, or it was a great party school) is fine here. 44. What led you to choose you field or major study? C If your major was career specific, this question is easy. If your major was not, talk about the benefits of a broad educational background. 45. What college subject did you like best? Why? C Try to answer this within the confines of the job you are interviewing for. 46. What have you learned from participating in extra-curricular activities? B Teamwork? Working independently? Community outreach? All are good answers depending upon what your extra-curricular activities were, and the job you are interviewing for. 47. What college subject did you like least? Why? C Be careful! Dont say math if the position involves numbers, or speech if the job involves presentations. Try to be non-specific if possible. 48. If you could do so, how would you plan your study differently? Why? C Generally the best answer here is that you wouldnt. 49. What changes would you make in your college or university? Why? C Generally the best answer here is that you wouldnt. 50. How would you describe the ideal job for you following graduation? C Describe the job you are interviewing for (or as close as you can) if at all possible.

Why did you leave your last position? This question requires its own chapter. This is where many many applicants falter during an interview. It is imperative that the answer to this question be truthful, logical and marketable all at the same time. 1. Don't make unnecessary derogatory remarks about your present or former employers. Obviously, there were issues or else you would not have left a prior company or be looking to leave a present employer. However, when explaining your reasons for leaving, limit your comments to those necessary to adequately communicate your rationale. 2. Never say you are leaving or have left a job because of money. Is this the salary you accepted when you took the job? If so, see above. If you have been in your position for over a year and have not had a raise in pay, you may believe that that is an excellent reason to leave, but he interviewer may believe that you current employer does not believe you have merited a raise! 3. Additionally, an applicant might say that they quit their last position because they were not making enough money. If the applicant is now unemployed, this reason makes no sense, as they are currently making NO money. Now the employer's perception is that the applicant may be hiding a less flattering reason for leaving. 4. Never say you have left or are leaving a position because of a reason that you were aware of when you accepted the job. For example: Sally is interviewing for a job as a human resource assistant. In the course of the interview the employer asks her why she is leaving her current position. Her response is that the job is too far from home, and she does not want to drive that far. Now the employer is wondering if there is something about his job she doesnt like, but isnt saying, and if she will quit on him over something that he is telling her now. 5. Be careful with "lack of advancement" as a reason for leaving. If this is why you are leaving or have left your job, could the lack of promotion be perceived as your fault? This answer really only works if you are employed by a small company that literally has no place for you to go. 6. Never say you left a position because you were not challenged. It is an employer's perception that it is not your boss's job to keep you fascinated on a daily basis. All jobs are boring at times, and the question becomes. "Will you quit when this job has its boring moments?" Good reasons for leaving a position: 1. Instability of the company 2. Lay off or restructuring 3. Something has changed (commission structure, benefits, job description, hours, etc.)

Personal or Controversial Questions: There are many questions that employers are not by law allowed to ask. Many are asked anyway. How do you deal with questions that you are uncomfortable with or are no ones business? Unfortunately this calls for you to make a decision. If you decline to answer, it may cost you the job. (However unfair that is, in the real world it sometimes happens.) If you answer, your answer could cost you the job. The question you should ask yourself is do you want to work for this person or this company? If they ask discriminating or insulting questions on the interview, chances are the company allows an unpleasant working environment. Don't over-answer questions. And if the interviewer steers the conversation into politics or controversial issues, try to do more listening than speaking since this could be a sensitive situation. Listen: Listening is an action. Dont listen passively, but aggressively. Make sure you are answering the questions that are asked of you. Employers complain constantly about this. Sometimes on an interview you can think you know what they are asking halfway through the question, and you stop listening. If you dont understand a question, or what it is they are asking you, ask them to clarify, but dont guess. Never Ask: These are I want questions and are easily misperceived by the employer. These questions can be asked once a position has been offered, but not until! Remember, if they dont offer you the position, none of this information is relevant anyway. 1. Money (employer thinks all you care about is money) 2. Hours (When you ask about the hours, an employer hears What time to I get off work? ) 3. Benefits (employer hears How much vacation do I get? Or worse, When dont I have to work?) 4. Upward mobility, except management trainee jobs (employer hears, this job sounds OK, but can I have your job? NEVER LIE!!!! It is unethical and it doesnt sell. Most people are not great at it and the employer can tell something is off. Stick to the program! Make sure you have a coherent (true) story to tell about your background, and then stick to it. Don't deviate or expound, it will only get you in trouble. If you have something about you that you think could cost you the job, (for example, you left your last job without notice, or you has had 2 jobs in the last year) YOU bring it up if they dont. For more information, see the Overcoming Objections section.

Questions you should ask: ALWAYS ASK QUESTIONS. An interview should not end when the employer says Do you have any questions? This is your opportunity to show interest an enthusiasm for the position. Note: These questions are not for you to gather information, their purpose is to convince the employer that you are interested the position he/she has to offer. 1. What are your company's strengths and how do you capitalize on them? This question is flattering and informative. 2. a)If you hire me, what are the three most pressing issues you need resolved? This question allows you to give examples of how you might resolve a problem within the organization. a) What is most pressing? What would you like to have done in the next 3 months. b). What are some of the long-term objectives you would like to see completed? This is a goal-oriented question, it shows you know how to define goals. 4. How do you define success for your division of this company? What accounts for your success within the company? This shows that you are success oriented. 5. How would you define success in the person you hire for this position? See above. If you can give examples of your successes that correlate to how they define success, do so! 6. Would you describe a typical workday and the things I'd be doing? If possible, give examples of how you have done similar work. 7. What duties are most important for this job? Again, give examples of your duties that are similar. 8. How would I be trained or introduced to the job? Make sure you let them know that you enjoy the training process. 9. How is the job important to the company--how does it contribute? This shows that contributing to the success of your employer is important to you. 10. What are the company's goals for the year? What is my role on your team to help you meet those goals? This is an exceptional question. It shows that you are goal and team oriented, and that you care about the employer meeting their own goals. 11. Who are the other people I'd be working with and what do they do? This shows that you are people oriented. 12. How will I get feedback on my job performance? Be positive about constructive criticism. 13. If hired, would I report directly to you or to someone else? Can I meet that person today? This is a good way to ask for a second interview.

14. Could you give me a tour? I'd enjoy seeing where I would be working. Again, shows interest and enthusiasm. 15. What could I do or say to convince you to offer me this job? Typically a sales interview question. 16. What would stop you from hiring me? Typically a sales interview question. One definition of sales is defining objections and overcoming them. In this question (if you are lucky) the employer will tell you his objections, and give you the opportunity to make them go away. 17. I like what I've heard today, this sounds like what I've been looking for. What's the next step in this process? An ABSOLUTE MUST. The employer cannot read your mind, and he/she doesnt know if you are interested unless you say so. Employers are people, and people do not set themselves up for rejection. If the employer does not believe you will accept the position, he will not offer it. 18. I want this position. What kind of starting date are you considering? This is typically a sales interview question. It is very aggressive and not for everyone. Overcoming Objections: The perfect person does not exist. All applicants have flaws. The trick is to be aware of what possible objections the employer might have, and addressing them quickly and concisely so that they do not cost you the job. Here are some examples of overcoming objections: Sally is in her interview and the employer asks her why she left her last position. Sally knows that she was terminated by a new manager who wanted to replace her with his own assistant. She could simply say I was terminated, but that is not a very marketable answer. She might say (honestly) that there was a change in management and that the new manager had brought his assistant with him from his last job. Notice she did NOT say word terminated. Joe is looking for a sales position, but has no sales experience. During the interview Joe should bring this up, I know I have no experience, but I have the ability to sell, which cannot be taught, and I have no bad habits to unlearn! John, through no fault of his own, has had three jobs in four years. He lost one because the company went out of business, and the second cut his hours in half. His current company has begun lay-offs. John should bring this up during his interview by pointing out that he has not had a stable history of late, but he would like to opportunity to explain.

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General Advice:

If you don't act like you are interested employers will assume you are not. They cannot
read your mind. Tell them you are excited about position, even if you are not sure if you are. You can always turn a job down, but only if you are offered one.

A job interview is no time for humility!!!!!!!!!!!!!!!!! Blow your own horn. Sell yourself, show
that you have personality and skills.

Remember you must act like the kind of person you want to be. If you don't believe it,
the employer won't either.

AGAIN, Ask for the job. Nobody offers a job to someone who they think might turn them
down. You can turn it down later if you like, but only if they offer it. The Sales Interview An interview for a sales position has its own unique qualities. The most important thing to remember is that a sales interview is a sales call. Most companies mirror their interview process to a sales process. The first interview is introductory, the main purpose of which is for you to convince them to see you again. Make sure you ask for the second interview (which is usually a field ride or meeting the general manager) "I understand the next step is a field ride, would tomorrow work for you or is Monday better?" This sound clich', but clichs got to be clichs because they work. He may tell you to call him in the morning. Call early, say at 7:30 am. and call repeatedly. He is testing your follow up skills and your persistence. Just leaving a message is far too passive for sales. The field ride is equivalent to a demonstration call. On the field ride it is imperative that you ask if you can participate in a call. You must show initiative. Each company is unique, and they may add interviews to this process. If you are asked to meet more people treat each one as if they are a first interview. Be prepared with your questions and examples of your achievements. The last interview they call the closing interview. CLOSE HIM. Dont take no for an answer. If you make it to the final interview; you need to be prepared to accept. If you tell him you need to think about it, he will consider you indecisive. He thinks you should have been thinking about it while the first two interviews are going on. He/She is looking for very very very aggressive people who enjoy a relationship with the client before the close, but don't want to be involved after the sale with "putting out fires" To sales managers a relationship sell means allot of repeat business and order taking. Be careful with the terminology! DO NOT TELL THEM you are looking for a relationship sale because that equals ORDER TAKER to a sales manager, and they do not believe that order takers have the skills necessary to be a professional sales representative.

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The Thank You: After an interview it is always a good idea to drop off a thank you note. This is best hand-written, and on a very simple and professional card. It should read something like this: March 20, 2003 Thank you so much for taking the time to speak with me today. I enjoyed our meeting, and was particularly impressed with your organization and your ability to convey all of the pertinent information regarding this position. Be assured that I was very pleased with what I learned today. Your company and the goals you have set forth for your team are in keeping with those I have set for myself. I know I could prove an asset to Name of Company. I look forward to speaking to you again very soon. Respectfully yours, Jane Doe This will not only be polite, but will impress the employer with your thoughtfulness, interest, and enthusiasm. It will also put your name back in front of the employer, and remind them what a great candidate you were, during a time when they are interviewing others who do not impress them as much. A separate note should be sent to anyone who interviews you. Any personal information that can be added is great, such as You mentioned you were going out of town last weekend, I hope your trip was fun.

Negotiations: Often employers make an offer during the second or third interview. If this happens you need to be prepared to negotiate. The first thing you need to do if an employer offers you a job is to tell him/her how pleased you are that they are asking you to join their team. The second thing you need to do is ask what the starting salary is. If the number they give is acceptable to you, and then you can accept and move on to your other questions regarding benefits and hours. When discussing money NEVER ANSWER What kind of money are you looking for? It is almost impossible for you to answer this question without costing yourself either money or the job. He/she has a number in mind, and you will both guess too low (and cost yourself money) or too high (and cost yourself a job.)

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Do not give a number first. The first person to give a number in any negotiation process loses. Alternative answers could be, I am looking for a career, so I believe the money will follow. OR The salary really depends on the position. Or What salary range do you have in mind? If pressed by the employer, simply tell him/her that different companies value positions differently, and you are not qualified to determine the value his firm places on this position. Remember, what you will take for the job should have no connection to the value an employer places on that position. It is like buying a car. What you want to pay for the car really has nothing to do with the value of that car. The salesperson just wants you to give a figure first.

GOOD LUCK!

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