Q. Is there one particular trait or skill you possess that should lead us to consider you above other candidates?
(Think about your answer to this question in terms of your particular abilities and how they apply to the target job. Then tell and sell. Are you a fast typist or programmer? If the job is customer-service or otherwise people-oriented, do you have the ability to make others respond favorably? In the lines provided, formulate the first part of your answer, being sure to mention what you think is the most prominent of your own unique and proven skills. Then follow up with the scripted paragraph following.)
In addition to that, I have the drive to take on this job and do it well. In fact, I think I'll excel at it.
Q. May we contact your present employer?
(If your employer does not know you are interviewing, smile-don't giggle-and say:)
A. No. I haven't told my employer. So please let me know before you contact anyone there. Once there's a firm offer on the table, or you've narrowed the field to only a few candidates, the information I've given you can be verified. My boss deserves the courtesy of hearing I'm leaving from me. (He'll/She'll) be upset, but I'll assure (him/her) everything will be done to ensure the most efficient transfer of my duties. You'll probably get more than a reference-you might get a testimonial! (If your employer knows you are interviewing and would give you a good reference:) Yes, my employer knows I am interviewing, and understands the reason. We've had a good working relationship for the past_years. But now I've reached the highest level possible there, and I've trained people to assume my duties. My boss regrets not being able to offer me more at this time, and understands that I'm not working to my full potential. We're parting on good terms. (He/She) even told me recently, "That's the price you sometimes pay for hiring and training the best people." All of what I've told you will be confirmed when you call. But please let me know first, so I can let (him/her) down gently.
Q. Aren't you overqualified for this job?
A. Although I already know the job we're discussing, my background will enable me to eventually expand it into something more. I may be more qualified than others you're considering, but every job can be enhanced by being creative. With my qualifications, I can do the job right away. Then, the company will benefit from my additional experience, and I'll be able to do more with the position than has been done in the past. In that way, I'll continue to be challenged-and you'll be acquiring someone with additional potential.
I've learned many techniques for improving the efficiency and productivity of this type of operation. I'd welcome the opportunity to use what I know to improve things here. So, while I might be starting out at a slightly lower level of responsibility, this company is growing and going places. I see a lot of opportunity here.
Bun Questions about salary history and requirements: Get more!
Salary "history" and "requirements" are really two separate issues. Salary history should be (but isn't) illegal to ask. What does some other employer's idea of your value have to do with this employer's? Even if it had some marginal significance, benefits and job duties are never the same. Salary questions are asked because they're a perfect way to tell you you're "overqualified" or "just not senior enough." They screen you out in the safest way, without risking a visit from the equal employment authorities. Most of the time, you'll be earning less in your current job than the target job pays, so give yourself every chance to increase current salary. Will you be receiving an increase soon? Do you get supercharged overtime? Is there an automatic bonus system? Pay in lieu of vacation? You won't be taking a vacation if you accept a new job. When benefits and non-salary compensation are added up, most jobs "pay" 20 to 30 percent more than people writes on applications. Doesn't your boss remind you of this from time to time? Remind your boss of that fact when the time comes to confirm your salary. As with everything else, be honest. But be fair to yourself. They shouldn't be asking the question in the first place. Salary requirements are a trap just waiting to be sprung. The chances of your being too high or too low on a resume or application are almost 1 to 1. Your real salary requirement is "more," but if you must answer the question in that little rectangle or line on the application, write "Open." If it says, "Don't write 'Open'," write "Negotiable." Spell it correctly, though.
Keep your options open until you're in the interview, where you can drive up your value and safely state just the right amount. I don't know of a single case over the past 25 years where an employer has rejected someone before an interview for not stating a specific salary requirement on a resume or application. But I know of hundreds of applicants whose salary numbers excluded them. Applicants are concerned with eating, so they don't realize how negotiable and unimportant salary is to employers. Even the most structured compensation systems allow for hiring above the "rate range." Creating additional positions for the exceptions is done all the time. Artificial salary constraints are a great negotiating tool, but they rarely stop employers from getting someone they want. Don't let them stop you. Instead, carefully plan your answers to the inevitable questions. Here's how:
Q. What salary are you worth?
A. An employee's worth is measured by his or her contribution to an employer. I expect to contribute and to be paid a salary commensurate with that contribution. I know you'll be fair-otherwise I wouldn't accept or stay. Once hired, my first priority is to do the job I'm being paid to do. And, if I perform well, I expect to advance accordingly. However, money is not foremost in my mind. Too much concern about the paycheck can lead to a poor attitude and result in a poor job. As long as my focus is doing the best job possible, I doubt I'll have anything to worry about.
Q. Do you expect to be rewarded for work you consider to be well done?
A. Not necessarily. In the world of work, the rewards don't always follow the effort. Like most people, I want to have my income increase. But, as a mature person, I realize that there are other considerations, too. Recognition in the form of monetary reward is always gratifying, but it can be more fulfilling to meet a challenge with success, and see the results of your efforts on the job. That's a personal type of reward no amount of money can buy. I've always looked upon making a living as only one part of making a life. The feeling I get when my extra effort results in excellence is the real reward. If others don't recognize my achievements, there's always the next project.
Q. What would you like to be earning (two/five/ten) years from now?
A. At any point in my career, I'd like my salary to keep pace with inflation and be competitive with what similar positions pay. However, I don't see myself as an "average" employee. I always strive for "excellent" and never settle for anything less than "above average." So, logically, my income should reflect that. As long as my paycheck is an investment by the company that earns a return, the higher the rate of return the more it should invest. If I'm not performing at any time, I shouldn't be here. I have no illusions about employment as a value-for-value relationship.
Q. What is your salary history?
A. I'd be happy to give you specific numbers, and percentages of increase, from year to year, but I'm not able to recite them from memory now. Salary just isn't as important to me as opportunity. At every salary review, I received merit increases. My salary has always been a reflection of my work progress and contribution to my employer's success. Anything less than that doesn't work for long.
Q. Have you ever been turned down for a salary increase?
A. I haven't had to "ask" for a "raise." My performance evaluations were always positive, and my salary reviews consistently resulted in increases. In some years, the increases were lower than in others due to overall financial conditions. But, have I ever been refused a raise because of inadequate performance? No.
Q. Do you have any outside income?
(This is none of their business and shouldn't even be considered when determining your suitability for the job. Your spouse's income is not yours, so your answer should be "no." They don't need to know that you receive a nice monthly check from a trust fund set up by a grandparent. "Child support payments" are income you receive on behalf of your children, not yourself. So, unless you have another job or income from a business on the side, your answer is always "no." Of course, if you're in the National Guard or any of the military reserves, do explain. Since most employers support these, consenting to a little invasion of privacy might advance you directly from maneuvers onto the battlefield. But, if you do derive additional income from part-time or self-employment, plan your response thoughtfully. Will the interviewer perceive your "moonlighting" as an interference with the target job? Consider this sample answer;)
I occasionally work part time in the evenings or on weekends as a (bartender/private duty nurse/CIA operative) but I have no other professional commitment on a regular basis. I have the right of refusal, and the people I work with understand my priorities. I never let "fill-in" work interfere with my primary job. It's just been a source of extra income from time to time.
Q. How far can you lower your salary expectations to be in line with our rate for the position?
A. It would be difficult to accept much less than my present salary. I don't know too many people who want to lower their standard of living. However, if you can tell me when my salary would increase and to what level, based on my satisfactory progress, I would consider a temporary cut.
Q. What is your current salary?
(Sit down with a pencil and paper now, and add up the worth of pay in lieu of vacation, profit-sharing, bonuses, pension plans, stock purchase plans, and the other "not-very fringes." Don't forget the value of a company car, tuition reimbursement, and even subsidized meals in the cafeteria. If you're currently paying 2 dollars a day for a hot lunch, that's about 30 dollars less a week than you'd have to spend on the outside. And don't forget to add 20 percent for the tip. Estimates of the dollar value of "perks" range as high as 30 percent of salary. Some companies send an annual statement telling you the dollar value of the benefits you receive. Use it in determining your answer.) My base salary is_($48,000). With overtime, end-of-year bonus, company-matched savings plans, pension and profit sharing, I earn_($60,000) excluding complete medical insurance coverage.
iWfl Experience and training questions: You've got the experience express card!
Experience isn't what you've done; it's what you do with what you've done. Everyone who is the same age has the same amount of experience and it's just that each person has it in different areas. Those different areas are really just matters of focus. When you prepared your super-resume according to the tips in Jeff Allen's Best: The Resume, you took an experience inventory. Review those notes now to prepare this section of your script.
Q. How did you get into the type of work you are doing now?
(The first part of your answer should include specific information about the career path that led you to your present job. Scratch out your script in the lines provided. Then close with the paragraph following:)
Considering my educational background, my interest in _, and the satisfaction I derive from completing a job properly, I decided to become a_. I don't think I'd be able to really excel if I weren't truly interested in the job, or if I were merely motivated by its financial rewards. However, since I find the work both challenging and fulfilling, the better I do the more I enjoy it.
Q. Why are you leaving your present position?
A. I need to be challenged to develop my potential further. I'm interested in additional responsibility and new opportunity, which unfortunately are limited at_ (name of current employer) because of_ (company size/limited product line/restructuring or downsizing). The reputation and market focus of _ _(name of prospective employer) offer many opportunities for someone with my training and experience. It's the optimum kind of environment I've been seeking.
Q. How would you compare the quality of your work to that of others in the same job?
A. The quality of my work has been consistently as good as-or better than-my coworkers'. I've always met or exceeded expectations.
Some people pay too much attention to the work that others around them are doing. If they're doing more, they lower their speed to the average. I'm just not that kind of person. I set my pace according to what is required by the job, and I always try to beat the clock and my own record. People spend more time on the job than anywhere else. I owe it to myself and my employer to make every minute count. If I just kept doing the average work, at an average pace, life would be awfully boring. So I don't wait for challenges to be dropped in my lap. I go out and find them!
Q. What factors contribute the most to your success on your present job?
A. First, experience. The training and situations in my previous jobs helped me go further and faster on this job. My jobs have increased in responsibility, with each level building on the last. Secondly, continuing education. In addition to formal schooling, I've always taken the time to be informed and current on what I needed to know to be effective. I attend seminars and workshops, take courses, and I always have professional or management materials available to read when I'm waiting somewhere which leads me to the third reason for my success: good planning and productive use of time. When I run into roadblocks on the job, I figure out a way to eliminate them or at least turn them into speed bumps. Wasting time while you're waiting for something to happen drains energy. If Plan A is temporarily on hold, I immediately swing into Plans B, C, D, and so on. It's amazing how much nonproductive time can be turned into job improvement if you're just aware of how to do it.
Q. What specific strengths do you think you can bring to this position?
(Sample answer:)
A. My education in _, my experience in _, and my knowledge in the area of _all will contribute to my performing this position with little or no "downtime." I have the proven ability to transfer my skills from one job to another. Because of this, I can learn my way around an organization quickly. I can concentrate on motivating and managing the staff quickly while developing relationships with other supervisors.
Q. Can you explain the long gaps in your employment history?
(This is a tough one. If there are long gaps, your answer should offer a brief, believable explanation, and then you should convince the interviewer why this won't affect your ability to succeed at the target job.)
A. When I was younger, the decisions I made seemed right at the time. Although these choices don't appear on my resume, I learned a lot along the way. In one case, I believed I needed more education and training to achieve my goals, so I left work and re-enrolled in college. That decision was justified, because when I returned to the work force it was at a higher level of responsibility and pay. Not only did I learn critical skills, I learned the self-discipline formal study requires. Another time I had the opportunity to serve on board a three-month school on an expedition in the South Seas. While being a deck hand didn't add to my computer programming knowledge, I learned the value of hard work, team effort, and overcoming hardship. Everyone should learn those values. It really helps to supercharge a career. I've had life experiences I can bring to bear on the job. My track record for the past_years has been consistent and progressive, and my work has increased in responsibility. I have set my career goals and developed a plan for achieving them. That combined with my family responsibilities make me a very stable employee and a good risk. (Now, your answer:)
Q. In what areas have you received compliments from your supervisors?
A. I have always had high marks in job effectiveness, initiative, and enthusiasm. Because I look at each assignment as a potentially exciting challenge, my managers say I create excitement in my department. That spirit is contagious. It results in greater team effort, less absenteeism, and higher output.
"Outside interest" questions can get you inside
If you were applying at a dating service, this would be an important area. Otherwise, your outside interests don't affect your ability to do your job. However, for the time being, you do have an important inside interest: delivering your script and successfully passing this part of the screen test. If the company is really big on charity drives, mention your assistance to charities. If it encourages employees to participate in civic activities, mention that. Most people have enough outside interests they can convert to "inside" interests as soon as the curtain rises. How do successful interviewees learn how to answer these questions? Through keen powers of observation before they ever enter the interviewer's office, they've "scoped out" the company's offices and made mental notes of trophies, awards, citations, photos, and any other physical clues that reveal what is important to the company. Earlier phone sleuthing might have revealed information about company trips, picnics, and blood drives as well. I was a personnel manager for a company that wouldn't hire anyone who didn't lift weights. Was it discriminatory? Yes. Was it unfair? Yes. Was it ridiculous? Yes. Was it legal? Yes. Did I liberalize the definition of "lifting weights" for otherwise qualified applicants? Yes.
SCRIPT
Q. How interested are you in sports?
A. I like playing them more than watching them. Some require mental discipline. Some require a cooperative team effort. But all reward those who are the best. Sports are sometimes violent and unproductive, but they can also teach valuable lessons. If someone doesn't have much self-esteem, sports can help him or her develop into a high achiever. The message is that hard work can pay off. In sports, people learn their limitations, too. No one can be best at everything. Learning your weaknesses can help you develop your strengths.
Q. What are your leisure-time activities?
(Before answering this question, conduct a split-second mental review of the clues you picked up on your way in. If this company appears "activity-oriented," and you play racquetball but also collect stamps, emphasize racquetball. If you know something about the company culture-an emphasis on family values, for example-concentrate on that aspect of your life.)
A. My dedication to my career takes up most of my time. However, I make it a point every day to spend time with my family. I'm involved in my kids' sports and help them with their homework. After that, I settle down and catch up on my work-related reading-journals and other trade publications. Weekends are spent in family activities, gardening, social events, and community affairs.
Q. What were your extracurricular activities in school?
(If the target job requires leadership skills, accent your leadership activities. If physical stamina and conditioning are required, mention your sports achievements. If it is a people-oriented occupation, tell about community involvement.)
A. I was captain of the debating team and vice-president of the senior class. My extracurricular activities in school served to guide me in my career choices. Leadership roles, where effective communication is required, come naturally to me.
(Or;)
My extracurricular activities in high school and college centered around sports-mainly football and track. Being active and staying in top physical condition are still important to me, since they make me more effective in everything I do.
(Now your answer:)
Q. What is your favorite television program?
(Just try answering Wheel of Fortune or I Love Lucy reruns and see how fast the spotlights go out and the curtain falls. Answer
Masterpiece Theater and you might be labeled "too highbrow." Try to chart a middle course.)
A. There isn't much time in my life for watching television other than the evening news. Occasionally, I see if there's something interesting to watch. I like business-oriented specials and news features the best.
Q. Have you ever been the head of a committee?
(This is a good chance to mention community leadership and organization experience. Even if you haven't participated in recent years, see if you can find something to score a few extra points.) Yes, several times. Most recently, I chaired the annual fund raising event for_, a local service club. I've headed up several different committees for that organization in past years. I had a great deal of leadership experience as a teenager as well. I was actively involved in youth fund-raising efforts for the March of Dimes and other causes, often taking a leadership role. Citizenship means more than paying taxes and keeping your yard clean. I try to get involved and assist whenever I can.
Q. Do you consider yourself a social drinker?
(A moderate answer is your best bet here. You have no way of knowing, but the company may prohibit any alcohol use by employees during working hours. Or you may be in the midst of a real "office party" culture where nondrinkers are ostracized.) I enjoy an occasional glass of wine with a formal dinner. But I can take or leave alcohol in social situations. At business functions where clients are present, I tend to have at most one drink to be sure I stay alert and represent the company to the best of my ability.
Q. Does your social life include associates and coworkers?
From time to time it has. I have many outside interests, however, and many friends that I know through them.
I enjoy company functions, but my social life doesn't revolve around work. I prefer to strike a good balance between my personal and professional activities. It's easier to handle difficult situations with coworkers when they aren't good friends. This "professional detachment" doesn't mean you can't be sensitive to the needs of others. It just makes the relationship more objective and businesslike. We're being paid to do a job-there's really not much time for socializing when we're doing it.
Q. What are you doing to improve yourself?
A. Self-improvement should be part of everyone's life. I educate myself informally through reading. I try to learn something new on a regular basis by reading an article on an unfamiliar topic. I also review self-help techniques in books and magazines. It keeps me sharp.
(If applicable:)
I'm presently taking a course in_at _, as well. Beyond that, I maintain optimum health through regular exercise and proper diet, and I follow a routine of_
KVX Your turn: Questions to ask the interviewer.
Although they don't require great acting ability to deliver, questions you ask the interviewer demonstrate your interest in the job. And they give you the opportunity to lead the inter viewer into your strongest areas. Your questions and the interviewer's answers shouldn't exceed 10 percent of the total interview time. Since you don't know how long the interview will last, just ask a question after you have answered around nine of them. Don't sit there writing tally marks on your resume-just keep track mentally. If you ask two questions in a row, wait a little longer before you ask about something else.
Asking questions is an important part of "pacing" and "leading" the interview. These techniques are covered in the next section. Questioning must be done naturally, at optimum times and in a nonthreatening manner. No question should be asked unless you are certain the answer will make you appear interested, intelligent, and qualified. Proper questioning helps you align your answers to the areas the interviewer considers significant. It also gives you feedback to check your alignment. Listen for company and industry buzzwords to use as the interview progresses. Above all, don't interrupt or argue with the interviewer. The average applicant talks about 85 percent of the time during an interview. That's why average applicants don't get hired. They're amateur solo acts with monotonous monologues who nervously bang their gums on the interviewer's drums. Then, both of them march out the door together and only the interviewer returns. Applicants who get hired zip the lip 50 percent of the time. This is one of the most accurate indicators of whether an offer will be extended and you can control it. Use questions as zippers to help you. Don't ask personal, controversial, or negative questions of any kind. Stay away from asking anything that will lead into sensitive areas. Invariably, salary and benefits should be avoided and I've shown you how to answer the interviewer's questions about them properly. Here are examples of benign questions that have a favorable impact:
SCRIPT
- How many employees does the company have?
- What are the company's plans for expansion?
- How many employees does the department have?
- Is the department a profit center?
- Does the department work separately from other departments?
- Are the functions of the department important to senior management?
- Is the relationship between the department and senior management favorable?
- What is the supervisor's management style?
- What is the supervisor's title?
- Who does the supervisor report to?
- Are you ready and able to hire now?
- How long will it take to make a hiring decision?
- How long has the position been open?
- How many employees have held the position in the past five years?
- Why are the former employees no longer in the position?
- How many employees have been promoted from the position in the past five years?
- What does the company consider the five most important duties of the position?
- What do you expect the employee you hire to accomplish?
