Don't Talk Past The Sale!

My friend Shama Hyder who has a fabulous business called After the Launch, sent me an article this morning from the WSJ Career Journal that discusses the fact that talking too much during an interview can cost you the job.  The same goes for any selling situation...don't talk past the sale!

Interviews are SELLING situations and the product is you.

Your goal is to sell yourself.  So think of it this way:

1. The goal of the resume is to get a phone screen.
2. The goal of the phone screen is to get an in-person interview
3. The goal of the in-person interview is to get a second interview
4. The goal of the second interview is the job offer!

Make sure you are prepared for each step in the process.  Have concrete examples of your experience and short stories that demonstrate your skills.  A little bit of preparation can go a long way. 

Respect the interviewer.  Be on time.  Wear a clean shirt.  And check-in with the interviewer from time-to-time...a statement like "are you getting the information you need?" can make all of the difference in the world.

Oh, and interviewers...are you skills at controlling the interview up-to-par?  Remember, you're in charge.  If you need help, contact me.

Comments

[Recruiting Animal]

Jay, I'm a recruiter. When the candidate thinks that he's in charge, it doesn't go well.

When I do a phone screen I'm in charge. I have to get specific information and if the candidate thinks that she can stay on message rather than answer the questions the people I report to are going to rule her out.

The other advice you gave is fantastic. Figure out what you do and prepare some evidence to back up what you say.

And don't try to sidestep weaknesses. Be ready to discuss them. Here's how. Pick out a few times when things went off the rails but you managed to solve the problem. If the interviewer asks about a time when a problem couldn't be solved prepare that too along with a some information about what you learned from the experience and how you put that knowledge to use the next time around (if you had an opportunity to do so).

Be a salesman, yes. But not a used-car salesman.

[Jay Hargis]

Great comment on the post and I love the advice about staying on message!