Download - Tips For Interviewing Power Selling
Interview Power Interview Power Selling YourselfSelling Yourself
Undergraduate Career Services Undergraduate Career Services OfficeOffice
Kelley School of BusinessKelley School of BusinessRoom P100Room P100
www.ucso.indiana.eduwww.ucso.indiana.edu
Prepare Well Prepare Well for the for the
InterviewInterview
Profile the CompanyProfile the Company
Research the company thoroughlyResearch the company thoroughly Where do you fit in?Where do you fit in? Tailor your skills to company’s needsTailor your skills to company’s needs Information you uncover reflects Information you uncover reflects
your interest and enthusiasm in your interest and enthusiasm in positionposition
Establishes a common base of Establishes a common base of knowledge for questionsknowledge for questions
Research the CompanyResearch the Company
Know the language of the industryKnow the language of the industry Know the job dutiesKnow the job duties Know the companyKnow the company Ask questions of a similar companyAsk questions of a similar company
What Do You Need To What Do You Need To Know?Know?
Age of companyAge of company Services or productsServices or products Competitors within the Competitors within the
industryindustry Growth patternGrowth pattern ReputationReputation Divisions and subsidiariesDivisions and subsidiaries Locations/length of time thereLocations/length of time there Size Size Number of employeesNumber of employees Sales/assets/earningsSales/assets/earnings New products or projectsNew products or projects Culture and valuesCulture and values
Where Do I Find The Where Do I Find The Information About Companies?Information About Companies?
UCSO, Room P100UCSO, Room P100 UCSO WebsiteUCSO Website Job Choices books published by NACEJob Choices books published by NACE Standard & Poor’s RegisterStandard & Poor’s Register Internet Internet Chamber of CommerceChamber of Commerce Trade AssociationsTrade Associations Alumni in the companiesAlumni in the companies
Develop Career GoalsDevelop Career Goals
Have a focus--at least act like it, Have a focus--at least act like it, even if you don’t have a clueeven if you don’t have a clue
Identify challenges you are looking Identify challenges you are looking forfor
Know what you want to accomplishKnow what you want to accomplish Have a plan or agendaHave a plan or agenda
Write Down Write Down Answers/ScenariosAnswers/Scenarios
Draft written answers to Draft written answers to potential interview questionspotential interview questions
Develop job appropriate Develop job appropriate scenarios based on your scenarios based on your researchresearch– A marketing plan for a new A marketing plan for a new
productproduct– A solution to one of their A solution to one of their
problemsproblems
Write Down Your StrengthsWrite Down Your Strengths
Relate them to the jobRelate them to the job Give examples of Give examples of
where you have where you have demonstrated thesedemonstrated these
How were they How were they developeddeveloped
Identify your mentors Identify your mentors and/or role modelsand/or role models
Write Down Your Areas for Write Down Your Areas for ImprovementImprovement
Relate these to your workRelate these to your work Show the positive side of these Show the positive side of these Identify the steps you have taken for Identify the steps you have taken for
improvementimprovement Detail the results and/or time Detail the results and/or time
frames expected frames expected Identify criticism you have Identify criticism you have
received and its effects received and its effects
Write Out Questions for the Write Out Questions for the InterviewerInterviewer
Consider multiple areasConsider multiple areas– Corporate valuesCorporate values– Anticipated responsibilitiesAnticipated responsibilities– Employment trendsEmployment trends– Measures of work performanceMeasures of work performance– Work environmentWork environment– Quality of workQuality of work– Personality factorsPersonality factors
Demonstrate your knowledge of the Demonstrate your knowledge of the industry and companyindustry and company
Frequently Asked Interview Frequently Asked Interview QuestionsQuestions
The Day of the The Day of the InterviewInterview
Acknowledge Your Acknowledge Your NervousnessNervousness
Train your butterflies to fly in Train your butterflies to fly in formationformation
Advance preparation reduces Advance preparation reduces nervousnessnervousness
Practice answering the worst Practice answering the worst possible question they could askpossible question they could ask
Ask permission to take Ask permission to take notes or refer to notes or refer to questions if necessaryquestions if necessary
Relax--take a few deep Relax--take a few deep breathsbreaths
Appearance Matters. . .A Appearance Matters. . .A Lot!Lot!
If you don’t dress seriously, they If you don’t dress seriously, they can’t take you seriously!!can’t take you seriously!!
Make a good first impressionMake a good first impression Pride in yourself implies pride in your Pride in yourself implies pride in your
workwork Show your creativity in your work, Show your creativity in your work,
not your appearancenot your appearance Dress conservativelyDress conservatively Be well groomed and cleanBe well groomed and clean
Don’t Forget the DetailsDon’t Forget the Details
Nicely styled hairNicely styled hair Natural, clean looking Natural, clean looking
face/makeupface/makeup Clean your fingernailsClean your fingernails Skip the clunky jewelrySkip the clunky jewelry Press your clothesPress your clothes Avoid strong perfumes or Avoid strong perfumes or
colognescolognes Avoid cigarettesAvoid cigarettes
Professional Image for Professional Image for WomenWomen
Best choicesBest choices– Navy or black suit, solid blouseNavy or black suit, solid blouse– Suit in solid colors, printed blouseSuit in solid colors, printed blouse– Straight dress with jacket, solid Straight dress with jacket, solid
colorscolors Wear polished, low heeled shoesWear polished, low heeled shoes Minimal accessoriesMinimal accessories Hosiery - appropriate color, no Hosiery - appropriate color, no
holes, no darker than your hemholes, no darker than your hem Don’t wear anything too tight or Don’t wear anything too tight or
revealingrevealing
Professional Image for MenProfessional Image for Men
Best choicesBest choices– Business suit, dark colors (blues, Business suit, dark colors (blues,
grays, browns), white shirtgrays, browns), white shirt– Suit with solid shirtSuit with solid shirt– 2-piece suit, lighter colors, 2-piece suit, lighter colors,
striped shirtstriped shirt Button your jacket when you Button your jacket when you
standstand Shine your shoesShine your shoes Socks-appropriate color, no Socks-appropriate color, no
holes, long lengthholes, long length
AttitudeAttitude
It separates winners from losersIt separates winners from losers Be enthusiastic and eagerBe enthusiastic and eager Practice good eye contactPractice good eye contact SmileSmile Walk with confidenceWalk with confidence Sit up straight (listen to your Sit up straight (listen to your
mother!)mother!) Adapt to your surroundingsAdapt to your surroundings
Employers Notice Good Employers Notice Good MannersManners
Be on time for the interviewBe on time for the interview Treat the receptionist with Treat the receptionist with
respectrespect Use Mr. or Ms. unless they Use Mr. or Ms. unless they
ask you to use first namesask you to use first names Don’t sit until you’re invited Don’t sit until you’re invited
toto
Practice Your “Soft Skills”Practice Your “Soft Skills”
Greet people with a firm handshakeGreet people with a firm handshake Stand up to meet peopleStand up to meet people Keep your guard up during lunch or Keep your guard up during lunch or
dinnerdinner Practice your dining etiquettePractice your dining etiquette Remember “please” and “thank you”Remember “please” and “thank you” Be good at chatting and small talkBe good at chatting and small talk
What to Bring to an What to Bring to an InterviewInterview
Several copies of your Several copies of your resumeresume
Your portfolio, if applicableYour portfolio, if applicable New notebook and a nice New notebook and a nice
penpen Briefcase or leather folderBriefcase or leather folder Names, addresses, and Names, addresses, and
phone numbers of phone numbers of referencesreferences
Interviewing Interviewing TechniquesTechniques
Put Yourself inPut Yourself inthe Interviewer’s Shoesthe Interviewer’s Shoes
They have an agendaThey have an agenda– To determine if you have the To determine if you have the
skillsskills– Identify your personal attributesIdentify your personal attributes– Assess your motivationAssess your motivation
Interviewers AreInterviewers AreLooking to Hire YouLooking to Hire You
Help them byHelp them by– Showing how you fit their Showing how you fit their
companycompany– Exhibit your personalityExhibit your personality– Share your career goalsShare your career goals
Be HONESTBe HONEST
DO NOT lie on your resumeDO NOT lie on your resume DO NOT lie in the interviewDO NOT lie in the interview Either of these can get you Either of these can get you
eliminated from consideration or eliminated from consideration or FIRED if discovered after hiringFIRED if discovered after hiring
What Do Winners ShowWhat Do Winners Show
They are capable of doing They are capable of doing the job or learning it quicklythe job or learning it quickly
They are willing and eager They are willing and eager to do the jobto do the job
They need little motivation They need little motivation or supervisionor supervision
They are friendly and would They are friendly and would work well with other work well with other employeesemployees
Use Proper LanguageUse Proper Language
Speak clearly and distinctlySpeak clearly and distinctly Avoid slang expressionsAvoid slang expressions Don’t swearDon’t swear Control yourControl your
– ““ums”ums”– ““you knows”you knows”– ““likes”likes”– ““that kinda stuff”that kinda stuff”
Tell Me About YourselfTell Me About Yourself
Create a 60-second sound byteCreate a 60-second sound byte
IncludeInclude Geographic originsGeographic origins Reason for choosing majorReason for choosing major Educational backgroundEducational background 2 or 3 strengths related to position2 or 3 strengths related to position Specific expertise and accomplishmentsSpecific expertise and accomplishments How you can contribute to companyHow you can contribute to company Identify your career goalsIdentify your career goals Speak clearly and honestly Speak clearly and honestly
Behavior Based InterviewingBehavior Based Interviewing
Previous behavior predicts future Previous behavior predicts future behaviorbehavior
Examples show the meaning you Examples show the meaning you have made of education and have made of education and experienceexperience
Provides insight on how the Provides insight on how the candidate’s mind workscandidate’s mind works
Answer Questions with aAnswer Questions with aSTAR ApproachSTAR Approach
S ituationS ituation
T askT ask
A ctionA ction
R esultsR esults
STAR provides an outline for answersSTAR provides an outline for answers
SituationSituation
Give the situation for your answerGive the situation for your answer Choose a professional example from Choose a professional example from
your job experience, course work, your job experience, course work, volunteer work, or student activitiesvolunteer work, or student activities
Set the stage so the interviewer can Set the stage so the interviewer can relate to your answerrelate to your answer
TaskTask
Tell what the task was at handTell what the task was at hand Dwell on the positive, don’t blame or Dwell on the positive, don’t blame or
point fingers elsewherepoint fingers elsewhere
ActionAction
Describe the action you took to Describe the action you took to resolve the problem or bring about resolve the problem or bring about the successthe success
Explain your role in the actionExplain your role in the action Identify specific skills you usedIdentify specific skills you used
ResultsResults
Explain the resultsExplain the results Provide details, dollar amounts, Provide details, dollar amounts,
successsuccess Apply these results to the position for Apply these results to the position for
which you’re applying which you’re applying
STAR Provides an OutlineSTAR Provides an Outline
Helps you answer completely so you Helps you answer completely so you give enough informationgive enough information
Lets you know when to stop so you Lets you know when to stop so you don’t rambledon’t ramble
Allows the interviewer to see you as Allows the interviewer to see you as a problem solver and decision makera problem solver and decision maker
Do’s and Dont’sDo’s and Dont’s
Do’sDo’s
Research the companyResearch the company Prepare for tough questionsPrepare for tough questions Greet interviewer enthusiasticallyGreet interviewer enthusiastically Focus on what you have to offer, Focus on what you have to offer,
not what you wantnot what you want Know your rights as an intervieweeKnow your rights as an interviewee Have a good attitude, be positiveHave a good attitude, be positive Show confidenceShow confidence Be professionalBe professional Follow up with a note or phone callFollow up with a note or phone call
Dont’sDont’s
Don’t discuss salary, benefits, or Don’t discuss salary, benefits, or vacations until an offer is madevacations until an offer is made
Don’t display personal habits, i.e. Don’t display personal habits, i.e. smoking, chewing gum, tapping a smoking, chewing gum, tapping a pencil, stretching, jiggling a footpencil, stretching, jiggling a foot
Don’t lieDon’t lie Don’t get too chatty about non-job Don’t get too chatty about non-job
topicstopics Don’t blame others or disparage Don’t blame others or disparage
employersemployers
Difficult SituationsDifficult Situations
Listen CarefullyListen Carefully
It’s important to understand the questions It’s important to understand the questions correctlycorrectly
Ask for clarificationAsk for clarification Don’t be afraid to ask if you can take a few Don’t be afraid to ask if you can take a few
seconds to think about your answerseconds to think about your answer
Illegal QuestionsIllegal Questions
Be familiar with the legal issuesBe familiar with the legal issues Address the underlying concern of the Address the underlying concern of the
illegal question, if possibleillegal question, if possible Remain professional and in controlRemain professional and in control
Illegal TopicsIllegal Topics
Topics to avoid includeTopics to avoid include– Nationality/raceNationality/race– Marital statusMarital status– ReligionReligion– AffiliationsAffiliations– Disability or medical historyDisability or medical history– Pregnancy, birth control, child Pregnancy, birth control, child
carecare– AgeAge
How to Handle Illegal How to Handle Illegal QuestionsQuestions
Answer the questionAnswer the question Refuse to answer the questionRefuse to answer the question Examine the intent behind the Examine the intent behind the
questionquestion Ask the relationship to the positionAsk the relationship to the position Walk outWalk out
Telephone InterviewsTelephone Interviews Dress up and use a professional Dress up and use a professional
environment to maintain your environment to maintain your professionalismprofessionalism
Have your notes organized, Have your notes organized, highlighted, and within easy accesshighlighted, and within easy access
Without non-verbal Without non-verbal communication, be aware that it is communication, be aware that it is difficult to “read” the interviewerdifficult to “read” the interviewer
Make sure your voice conveys Make sure your voice conveys enthusiasmenthusiasm
If more than one person on the If more than one person on the other end, have them identify other end, have them identify themselves when asking their themselves when asking their questionsquestions
Panel InterviewsPanel Interviews
Get names and positions Get names and positions for all participants in for all participants in advance if possibleadvance if possible
Address all with good eye Address all with good eye contactcontact
Relate your answers to Relate your answers to others that were similar others that were similar from other participantsfrom other participants
Shows your ability to relate Shows your ability to relate to diverse groupsto diverse groups
Day Long InterviewsDay Long Interviews
Keep your energy upKeep your energy up Continue to give complete Continue to give complete
answers to all questions answers to all questions even though you’ve been even though you’ve been asked multiple times that asked multiple times that dayday
Listen for consistencies Listen for consistencies and discrepancies to and discrepancies to assess company culture assess company culture
After the InterviewAfter the Interview
Details Needed for Follow-Details Needed for Follow-upup
Write down the interviewer’s name, Write down the interviewer’s name, department, address, and phone in department, address, and phone in the notebookthe notebook
Ask for their business cardAsk for their business card Use interviewer’s nameUse interviewer’s name
Follow-up the InterviewFollow-up the Interview
Send a short thank you note Send a short thank you note within 24 hourswithin 24 hours
Remind them of key points Remind them of key points from the interviewfrom the interview
Emphasize your interestEmphasize your interest State when you expect the State when you expect the
next contact to benext contact to be
Evaluate/RetrainEvaluate/Retrain
How did you do overall?How did you do overall? What were your strengths?What were your strengths? What needs improvement?What needs improvement? Develop a follow-up chart for trackingDevelop a follow-up chart for tracking