In Search of the Fun-Forever Job
follow us
  • Home
  • Blog
  • Ask Ellis
  • Career Strategies That Work
  • Reviews
  • Invite Ellis to Speak
  • News and articles

Closing the Deal - The Wrong Concept for Interviews

7/30/2014

3 Comments

 
Picture
When I’m analyzing a client’s or student’s career transition, trying to create a diagnosis of what may be going wrong , I’ll take a look at several critical elements:

  • Are there two or three clearly defined targets?  How were these chosen?

  • Are there well-designed pitches for these targets that will establish the value and unique qualities of the job seeker?
  • Is his/her networking leading to contacts with decision makers?
  • Are networking meetings resulting in new information, a reinforced or new relationship, and new potential contacts?  
  • If interviews have taken place, is there a problem getting to the subsequent rounds? 

It is the last item on this checklist that is one of the most difficult to figure out. The job seeker is getting interviews, which is usually the most difficult part of the process. That means all the other components are working, indicating that what I consider to be the toughest aspects, especially relationship-building, have been successful. And she or he is getting past the first round of interviews, also a tough obstacle. 

Getting to the next round

I think the interview is generally the easiest part of the career transition process to fix. 

Learning how to answer the difficult questions, how to present well, how to actively listen and respond accordingly are more mechanical and direct than the somewhat amorphous nature of building networks. 

But something goes wrong when the applicant doesn’t get past that second round. Sometimes it’s pure chemistry, and sometimes it’s just not a good match. It can also be luck of the draw, perhaps even the timing of the interview. And, too often, it’s impossible to figure out what didn’t work; prospective employees end up trying to read tea leaves, endlessly.  

When the process ends after the second or third round (or later), I will ask a client or student to tell me details of all of the interviews. What I’m particularly interested in is – what was the difference in substance and tone between the second and third rounds or between subsequent ones? 

Where job seekers go wrong

In a majority of situations that haven’t worked, I have learned that the applicant’s tone has changed.

The problem, then, might be one of two issues that occur in the advanced stages of an interview process. First, there’s the sales notion of “closing the deal.” In other words, pitch and sell hard. Be more direct. Change tone and be more assertive.

Don’t. 

I usually advise job seekers to maintain the same tone that got them there in the first place. If an applicant gets past the initial screen, it means a representative of the organization feels it’s a good fit, stylistically and substantively. So why change in the next – or the one after that - round?

I think it’s important to stay the same throughout the process, continue being the person they thought was a good fit at the beginning. The only thing that should change, perhaps, is adding more “war stories,” more behavioral examples of accomplishments. 

The other potential problem in advanced rounds is an assumption that it’s “in the bag,” so acting like it’s a done deal, with confidence, will reinforce the interviewer’s positive perception.

Don’t.

Never assume anything. The selling nature of interviewing should be continued throughout the entire hiring process, including negotiations. It doesn’t stop. Not even when a decision-maker indicates that you’re the lead candidate. (How many times have job seekers heard that one, and then never heard from the person again?) The tone should stay the same, and the selling should continue.

What works

For as long as I can remember, I’ve advised people in career transition to always stick to my version of President Kennedy’s often-quoted inaugural speech, “Ask not what the organization can do for you; rather, ask what you can do for the organization.” That should be the focus of all interviews, and especially the later ones. With no change of tone. 

Ellis

For a quick course on networking, pick up my Ebook, Networking: How to Make the Connections You Need
If you're looking for more in-depth advice on your job search, In Search of the Fun-Forever Job: Career Strategies that Work is available in paperback and Ebook. 

© Airdone | Dreamstime.com

3 Comments
Linda Eunson
7/30/2014 12:54:01 pm

excellent advice. and just to reinforce: Never Never assume "the job is in the bag". keep the search process active-that way, if the worst happens, you've still got momentum and won't be as let down.

Reply
Ellis Chase link
7/30/2014 09:55:19 pm

Agreed! Unlike some other advisors, I tell clients to assume the worst, and then if it's positive, it's gravy. But, in the meantime, it keeps them selling.

Reply
Bill Holland
8/2/2014 01:51:44 am

Great advice. In the spirit of your comments on JFK it is why I advise my clients that the answers to all interview questions are essentially the same---I.e., they are opportunities to talk about things of interest to the interviewer. And nothing interest an interviewer more than what you can do for them.

See a more complete discussion in my latest book The Path From Backpack to Briefcase: A Parents' Guide (Amazon)

Reply

Your comment will be posted after it is approved.


Leave a Reply.

    Picture

    Ellis Chase

    Ellis Chase is one of Manhattan's top career management consultants and executive coaches.

    Archives

    January 2015
    December 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014
    April 2014
    March 2014
    February 2014
    January 2014
    December 2013
    November 2013
    October 2013
    September 2013
    August 2013
    July 2013
    June 2013
    May 2013
    April 2013
    March 2013

    Categories

    All
    1984
    Business School
    Business Women
    Career
    Career Advice
    Career Advice
    Career Change
    Career Change
    Career Coach
    Career Coach
    Career Mobility
    Career Path
    Career Transition
    Columbia University
    Employment
    Forbes
    Free
    George Orwell
    Graduation
    Holidays
    How To
    How To
    Indie
    In Search Of The Fun Forever Job
    Interviewing
    Interview Questions
    Interview Questions
    Job Candidate
    Job Candidate
    Jobs
    Job Search
    Job Search
    Long Distance Job Search
    Mba
    Negotiating
    Networking
    Non Fiction
    Non-fiction
    Performance Reviews
    Personal Brand
    Presentation Skills
    Professional Presentations
    Resumes
    Salary
    Social Intelligence
    Strategies
    Susan Adams
    Vacations
    Veterans
    Veterans Day
    Women

    RSS Feed


Powered by Create your own unique website with customizable templates.