Оглавление
Tom Washington. Interview Power
THE INTERVIEWING SCALE
INTERVIEWING PRINCIPLES
Active Listening
Preparation
Building Rapport
Be Yourself/Be Your Best
Getting More Information About The Job
Let Others Speak For You
Learn To Talk About Yourself
Ending The Interview
An Objection Is Not A Rejection
Predict The Objections You’ll Face
Don’t Argue With Employers
Describe Related Experience
EMPLOYERS DESIRE ENTHUSIASTIC PEOPLE
Enthusiasm For Yourself
Enthusiasm For The Job
Enthusiasm For Your Future Boss
Enthusiasm For The Organization
Selling Your Enthusiasm
Demonstrate Enthusiasm Throughout The Interview
Perform An Enthusiasm Check
POTENTIAL EQUALS FUTURE WORTH
Demonstrate Potential Through Accomplishments
Selling Potential Can Overcome A Lack Of Experience
TELLING EFFECTIVE STORIES
A Nonwork Experience With A Work Experience
A Distant Experience With A Recent Experience
Show How You Overcame The Problem
How To Tell A Story
Results Sell You
Which/Which Resulted In
EXAMPLES. Determining An Average Annual Increase
Simple Increases
Simple Decreases
Large Increases
Guesstimating
RECALLING YOUR ACCOMPLISHMENTS
WRITING ABOUT ACCOMPLISHMENTS. 1. Write a list of at least 30 experiences that you would consider to be accomplishments
2. Write about your top experiences
3. Identify skills
Your Agenda
The Steps To Developing An Agenda
1) Identify Your Accomplishments And Skills
2) Identify Your Most Important Strengths
3) Practice Your Stories
4) Match Your Strengths And Stories With 40 Key Questions
EXCITE AN EMPLOYER
Make Money For The Organization
Save Money For The Organization
Solve Problems
Reduce The Stress And Pressure On Your Boss
CREDIBILITY
PROJECT AND SELL A WINNING PERSONALITY
Your Actions Speak Loudly
Reveal Positive Attributes
Hiring Decisions Are Made On Emotion And Justified With Logic
USING PERSONALITY SKILLS IN INTERVIEWING
THE UNIVERSALLY DESIRED PERSONALITY SKILLS
BEING WELL LIKED
Selling Personality Skills And Transferable Skills
Sell Exposure
Sell Yourself At Every Opportunity
Power Words
SKILL - BENEFIT STATEMENTS
CREATE YOUR TWO - MINUTE SELL
Identify 4-6 Key Points You Want An Employer To Know About You
CREATING YOUR PORTFOLIO
Beginning
What Goes In A Portfolio
Pulling It All Together
USING YOUR PORTFOLIO IN INTERVIEWS
Planning your interview
Using Your Portfolio For A Wrap-up
When You Lose Control Of Your Portfolio
Panel Interviews
PORTFOLIOS HAVE IMPACT
EXCELLENT BOOKS ON CREATING PORTFOLIOS
ELECTRONIC PORTFOLIOS
WEB PORTFOLIOS
TELEPHONE SCREENING INTERVIEWS
Anticipating Telephone Interviews
During A Telephone Interview
Tips To Help You Ace The Telephone Interview
Phone Interview Etiquette
For Individuals With Hearing Loss/deafness
SCREENING INTERVIEWS
INTERVIEWS WITH HEADHUNTERS AND EMPLOYMENT AGENCY COUNSELORS
SECOND AND THIRD INTERVIEWS
NONDIRECTED INTERVIEWS
CONVERSATIONAL INTERVIEWS
PANEL INTERVIEWS
GROUP INTERVIEWS
SERIES INTERVIEWS
BEHAVIOR-BASED INTERVIEWS
Avoid Sketchy Responses
Predict and Prepare for the Interview Questions
Be Prepared For Positive And Negative Questions
Be Prepared To Describe Each Job In Detail
Behavior-Based Interview Questions
Preparation Is The Key, So Recall Dozens Of Experiences
BREAKFAST/LUNCH/DINNER INTERVIEWS
SIMULATION INTERVIEWS
SITUATION INTERVIEWS
ON - SITE INTERVIEWS AT HEADQUARTERS
The Ethics of On-Site Interviewing
CAMPUS INTERVIEWS
STRESS INTERVIEWS
Rapid-Fire Questions
Silence
Interviewers May Confront You
The Antidote
JOB FAIR INTERVIEWS
The Pregnant Pause
Eye Contact
Truthfulness
Skeletons And Other Touchy Subjects
Safe Answers
Answering Ambiguous Questions
I Don’t Know
Know As Much As Possible About The Organization
Know As Much As Possible About the Job
Do Something Unique Or Different
Send A Thank-you Note
Check With Your References Before Using Them
Know How To Deal With Probing Questions
Effectively Answering Technical Questions
Getting Feedback From An Employer
Disagree Tactfully
Create Positive First Impressions
Know The Time And Place
Arrive Early
Greet The Receptionist And All Employees With A Smile, Courtesy, And Respect
Dress Appropriately
Bring Pen And Pad
Remember The Interviewer’s Name
Shake Hands Firmly
Wait Before You Sit
Bring Copies Of Your Resume
Follow The Interviewer’s Lead With Humor
Don’t Appear Desperate
Avoid Discussing Personal Or Family Problems
Turn Off Your Cell Phone
Get A Business Card From Each Person Who Interviews You
Ask What The Next Step Will Be
Washington’s Fourth Law of Interviewing
Don’t Burn Bridges
If You Forget the Question
When The Interviewer Doesn’t Ask Any Questions
Look For Clues About Interests
No Smoking Or Gum Chewing
No Profanity
Keep It Interesting
Go In With An Agenda
Practice Your Intuition
Ask About Needs
Don’t Ask Throwaway Questions
Share Credit
Don’t Assume
Leave The Interview On A Positive Note
Follow-Up Phone Calls May Be Appropriate
Look For Buy Signals
Closed-Ended And Open-Ended Questions
When You Blow An Interview
I’ve-never-done-it-but
Do Not Let The Interviewer Feel Threatened By You
Avoid Foot-In-Mouth Syndrome
Don’t Reveal Company Secrets
Don’t Assume The Interviewer Sees Your Qualifications As Clearly As You Do
Avoid Self-Centeredness
Apologetic/Defensive
Inappropriate Information
Anti-Business
Negativity
Unwillingness To Reveal Yourself
Meek And Mild Doesn’t Make It
Avoid Bragging
Taking Charge Does Not Work
Personal And Offensive Questions
Illegal Questions
Dealing With Illegal Questions
State Guidelines On Legal And Illegal Questions
Suggested Answers To Illegal Questions
SAFE QUESTIONS TO ASK IN A FIRST INTERVIEW
QUESTIONS TO ASK AFTER RECEIVING AN OFFER
Chapter 21. Selling Personal Strengths
Chapter 22. Overcoming Negatives And Objections
Chapter 23. Responding To Questions About Your Personal Factors
Chapter 24. Selling Personal Qualities
Chapter 25. Job Factors
Chapter 26. Questions Regarding Organizations And Supervisors
Chapter 27. Are You A Good Manager?
Chapter 28. College: How Did You Do?
WHEN YOU DON’T SUCCEED
What Do You Do Now?
DISTINGUISH YOURSELF FROM THE COMPETITION
KNOW YOUR WORTH
KNOW WHAT YOU NEED
What You Should Know About An Organization
DO NOT DISCUSS SALARY UNTIL THE JOB IS OFFERED
Deflecting Questions
When The Interviewer Supplies A Salary Range
PLAN YOUR STRATEGY
EVERYTHING IS NEGOTIABLE
DEFINE WHAT IT WILL TAKE TO ACCEPT THE OFFER
BENEFITS ARE IMPORTANT
WHAT ARE THOSE INTANGIBLES WORTH?
YOU’RE WORTH WHAT THEY’RE WILLING TO PAY
You May Be Worth More Than You Think
People Want What They Want
Determine The Causes Of Roadblocks
The Value Of A Job Is Set By The Responsibility Level
You’ll Gain Respect By Negotiating
Ask For A Shorter Review Time
When The Offer Is Just Right
Saving Face When You Have To Back Down
You Need To Practice Negotiating
Get The Employer To Redefine The Position
BREAKING THROUGH AN IMPASSE
NEGOTIATING THE SALARY
When Silence is Golden
Let The Employer Know You Want The Job
Responding When The Employer Makes A Specific Offer
Responding To “How Much Do You Want/ How Much Are You Worth?”
Wrapping It Up
NOW YOU CAN DECIDE IF YOU WANT THE JOB
RESEARCH AFTER AN OFFER IS MADE
Complete Your Employer Research
Get Additional Offers
RESEARCH THE INDUSTRY
RESEARCH THE ORGANIZATION
Reasons For Researching An Organization
RESOURCES FOR EMPLOYER RESEARCH
Researching Your Potential Employers
Standard Industrial Classification (SIC)
Local Resources
National Resources
Gathering Information From People
Employees And Former Employees
Competitors
Suppliers/Customers
Inside Information
OTHER RESOURCES BY TOM WASHINGTON. Career Management Resources Website www.careerempowering.com
Interview Power ($29.95)
The Psych Yourself Up CD ($9.95)
Resume Power ( $14 . 95 )
