Last week's column presented five of 10 strategies for answering questions in interviews: 1. Develop your key messages for each interview; 2. Pause before answering if you need to gather your thoughts; 3. Ask for clarification if the question is confusing; 4. Answer damaging questions briefly; and 5. Answer beneficial questions fully.
The remaining five strategies:
6. Relate your answers to the position at hand. Here's an example:
Interviewer: "What are your strengths for this sales position?"
Candidate: "In my three years of business-to-business sales for the lawn mower firm, I developed some very effective strategies for building a territory. Selling lawn mowers to landscapers may seem different from selling software to small businesses, but I've noticed from your Web site that most of your customers are in a few key industries. I've used your software, and I feel I could help open accounts in new areas. Opening accounts is one of my strengths.?
Not all of your answers should be this lengthy. But the candidate correctly identified an opportunity to use a key message while also relating the answer to the interviewer's company, so it was worth the extra words.
7. Answer the "real" question. The question being asked may not be the one the interviewer wants answered. To guess the real question, ask yourself, "Why would that be important to the interviewer?" Here's an example:
Interviewer: "Do you have children?"
Candidate (ignoring for now the legality of the question): "I know you're asking about my family obligations because you're concerned about the reliability of the person in this position. It's very important that your salespeople stay focused on the job. I can assure you that I am a person who fits that description. As I stated on my résumé, I am also willing to travel for work, up to 25 percent of the time."
8. When possible, tell a story. For example, the sales candidate applying at the software company might tell a story about opening an important account or breaking the ice with frosty customers. Beware: Too many stories will bog things down, but a few well-told stories will add color and dimension to your interview.
9. Use and take notes. Somehow candidates have gotten a misleading message that they should be totally prepared for every interview. That approach not only adds unnecessary pressure but also robs you of the chance to record information gathered while talking with the interviewer. On a notepad, write your key messages, the interviewer's name and any facts about the company that you want to bring up. Use a nice portfolio with a stiff back, and you'll be able to write notes even if there is no table in front of you.
10. Remember that the employer wants to hire you. If you forget all the other tips, remember this one. By the time candidates have been selected for interviews, the employer is saying, "I could imagine any of these people in the job." Further, everyone involved is eager to get on with the business of running the company. So approach the interview with confidence, because the employer hopes to hire you.
- Amy Lindgren owns Prototype Career Service, a career consulting firm in St. Paul, Minn. She can be reached at alindgren@prototypecareerservice.com or 1071 W. Seventh St., St. Paul, MN 55102.