The Last Question
As you prepare to exit the interview, you should always say and ask the following:
Never walk away from an interview without a commitment or a new lead. The basic rule of prospecting is to always use one lead to develop another. If you don't, you'll wake up one morning out of leads and down in the dumps. Without generating new leads each and every day your campaign will end up bankrupt. That's a situation to be avoided at all costs.
You must come away from every contact you make, by phone or in person, with a new name, address, or telephone number. Or, at the very least, the name of an employer your original contact might be able to provide. Always use one lead to develop another, (See Chapter 4, "How to Develop, Contact, and Pursue Job Leads.") Also, be certain to ask if you might use the interviewer's name when contacting the reference given you.
When You Are Turned Down
If you really felt you had the inside track on a position you didn't get, don't just roll over and play dead. Pick up the phone and call the interviewer. Politely ask if he might be kind enough to tell you why you were rejected. Tell him you're not calling to try to get him to change his mind or to argue with him. You would really appreciate any constructive criticism he might be willing to share with you. It will help you to better prepare for future interviews. Sometimes this is all it takes to renew interest in your candidacy-especially if you were the runner-up and the person they selected didn't work out.
Interview Assessment Record
There are some definite things to keep in mind so that you will constantly improve at the interview game. You don't have to be a professional job search consultant to use these criteria, but you do have to make a conscientious and objective effort to understand, practice, and strengthen them.
Therefore, it is imperative that, after each interview, you immediately sit-down and complete the "Interview Assessment Record" found on the next page. Don't wait until the next day to do this. Do it while the interview is still fresh in your mind.
The purpose for most of the areas on this record is self-evident. Review this form now, and then, return to this point and take a look at a few of the best answers you should have checked off upon reviewing your interview. Complete one form after every interview. There is an additional form in Appendix C for you to copy.
Reviewing Your Answers
Look at the line entitled "Description of meeting." The ideal answer is, far and away, hands down, "Dialogue." "Mutual interrogation" is the next best, followed by "Monologue" and "Interrogation." If you checked off anything but "Dialogue" you know that you have to work harder at trying to create a dialogue or conversation approach in your interviews.
Under the "Salary discussion" area, "None" is probably the best answer, followed by "End of meeting." Your answer here indicates whether or not you were successful in establishing your true worth in the employer's eyes before discussing how much it might cost to hire you.
The "First party to state a specific figure" category is simple enough to understand. You are always in a better position if the interviewer states the salary first. This gives you the chance to play your hand in the smartest possible manner.
"Were references requested?" If your answer is yes, you know the employer is interested in you. If your answer is no, don't despair. You could be asked this question at a subsequent interview. Finally, pay close attention to the "Troublesome questions" section. Be certain to record every question you found yourself having trouble answering. By doing so, you provide yourself with the opportunity to improve upon your answers the next time around.
The Close
You sense the interview drawing to a close. You think it went rather well. If you haven't discussed salary or benefits now might be a good time to bring up the topic. Diplomacy is the key. Perhaps you might introduce the subject by saying something like:
"There's no question in my mind that I could really excel at this position. I know I could quickly contribute to the company's profitability. There's just a few remaining questions I need answered. One is, what kind of money are we talking about?"
Or, you might say:
"I'm extremely interested in this position. There's no doubt in my mind that I could do a great job for you. I guess we've discussed everything about the position except what it pays."
Keep it light, almost inconsequential. Remember don't bring it up until the close of the interview-if at all. Don't ruin your chances by getting into a confrontation over money. It might serve you well to hold off discussing the salary question until a subsequent interview. If you do talk money and the position pays less than you wished for, you might say something to the effect of:
"That's not quite what I hoped it would be. But, I'm still really interested in working for the company."
(Answer and ask)
"Did you say this is a new position? What led to its creation?"
Subsequent Interviews
You probably won't receive an offer at your first interview. If the company is interested, they'll usually ask you back for a subsequent meeting. If the first interview was with personnel, the second one will be with your boss. If the first interview was with your prospective boss, the second interview will probably include staff members and/or the boss's boss.
This second meeting will likely be a straightforward affair, but you might be taken out to dinner and given the opportunity to display your social graces. It should go without saying, do not drink and avoid ordering hard-to-handle dishes such as spaghetti.
Occasionally, an employer will require that final candidates undergo a psychological assessment before being hired. Some companies require candidates to submit a handwriting sample for analysis. If asked to do something like this, the choice is yours-either do it or forget about the company.
Usually you will discover there are two or three other candidates also receiving serious consideration. The best way to prepare for this next go-round is to review the Interview Assessment Record and the notes or tape you made immediately following the prior interview. Dedicate as much time as possible to gathering more information about the company and its products or services. Don't be afraid to write down questions or concerns you have about the position. Take them with you to the next interview.
I'd like to be able to tell you that you will be offered the position at this second meeting, but the chances are good that you won't.
This is especially true if you are looking for a management or executive position. Interviews at this level frequently develop into three-or four-meeting affairs strung out over a period of time.
In today's highly competitive, burgeoning job market, it's not unusual to encounter situations that require four or five interviews and sometimes drag on for three to four months. Employers are taking their time and making certain they get the biggest bang for their shrinking buck!
