Tell me about yourself?
Start with the present and tell why you are well qualified for the position. Remember that the
key to all successful interviewing is to match your qualifications to what the interviewer is
looking for. In other words you must sell what the buyer is buying. This is the single most
important strategy in job hunting.
So, before you answer this or any question it's imperative that you try to uncover your
interviewer's greatest need, want, problem or goal.
To do so, make you take these two steps:
Do all the homework you can before the hr interview to uncover this person's wants and needs
(not the generalized needs of the industry or company)
As early as you can in the interview, ask for a more complete description of what the position
entails. You might say: “I have a number of accomplishments I'd like to tell you about, but I want
to make the best use of our time together and talk directly to your needs. To help me do, that,
could you tell me more about the most important priorities of this position? All I know is what I
(heard from the recruiter, read in the classified ad, etc
Then, ALWAYS follow-up with a second and possibly, third question, to draw out his needs even
more. Surprisingly, it's usually this second or third question that unearths what the interviewer
is most looking for.
You might ask simply, "And in addition to that?..." or, "Is there anything else you see as essential
to success in this position?:
This process will not feel easy or natural at first, because it is easier simply to answer questions,
but only if you uncover the employer's wants and needs will your answers make the most sense.
Practice asking these key questions before giving your answers, the process will feel more
natural and you will be light years ahead of the other job candidates you're competing with.
After uncovering what the employer is looking for, describe why the needs of this job bear
striking parallels to tasks you've succeeded at before. Be sure to illustrate with specific examples
of your responsibilities and especially your achievements, all of which are geared to present
yourself as a perfect match for the needs he has just described.
What are your greatest strengths
You know that your key strategy is to first uncover your interviewer's greatest wants and needs
before you answer questions. And from Question 1, you know how to do this.
Prior to any interview, you should have a list mentally prepared of your greatest strengths. You
should also have, a specific example or two, which illustrates each strength, an example chosen
from your most recent and most impressive achievements.
You should, have this list of your greatest strengths and corresponding examples from your
achievements so well committed to memory that you can recite them cold after being shaken
awake at 2:30AM.
Then, once you uncover your interviewer's greatest wants and needs, you can choose those
achievements from your list that best match up.
As a general guideline, the 10 most desirable traits that all employers love to see in their
employees are:
A proven track record as an achiever...especially if your achievements match up with the
employer's greatest wants and needs.
Intelligence...management "savvy".
Honesty...integrity...a decent human being.
Good fit with corporate culture...someone to feel comfortable with...a team player who meshes
well with interviewer's team.
Likeability...positive attitude...sense of humor.
Good communication skills.
Dedication...willingness to walk the extra mile to achieve excellence.
Definiteness of purpose...clear goals.
Enthusiasm...high level of motivation.
Confident...healthy...a leader.
What are your greatest weaknesses?
Disguise strength as a weakness.
Example: “I sometimes push my people too hard. I like to work with a sense of urgency and
everyone is not always on the same wavelength.”
Drawback: This strategy is better than admitting a flaw, but it's so widely used, it is transparent
to any experienced interviewer.
BEST ANSWER: (and another reason it's so important to get a thorough description of your
interviewer's needs before you answer questions): Assure the interviewer that you can think of
nothing that would stand in the way of your performing in this position with excellence. Then,
quickly review you strongest qualifications.
Example: “Nobody's perfect, but based on what you've told me about this position, I believe I' d
make an outstanding match. I know that when I hire people, I look for two things most of all. Do
they have the qualifications to do the job well, and the motivation to do it well? Everything in
my background shows I have both the qualifications and a strong desire to achieve excellence in
whatever I take on. So I can say in all honesty that I see nothing that would cause you even a
small concern about my ability or my strong desire to perform this job with excellence.”
Alternate strategy (if you don't yet know enough about the position to talk about such a perfect
fit):
Instead of confessing a weakness, describe what you like most and like least, making sure that
what you like most matches up with the most important qualification for success in the position,
and what you like least is not essential.
Example: Let's say you're applying for a teaching position. “If given a choice, I like to spend as
much time as possible in front of my prospects selling, as opposed to shuffling paperwork back
at the office. Of course, I long ago learned the importance of filing paperwork properly, and I do
it conscientiously. But what I really love to do is sell (if your interviewer were a sales manager,
this should be music to his ears.)
Tell me about something you did – or failed to do – that you now feel a little ashamed of ?As
with faults and weaknesses, never confess a regret. But don’t seem as if you’re stonewalling
either.
Best strategy: Say you harbor no regrets, then add a principle or habit you practice regularly for
healthy human relations.
Example: Pause for reflection, as if the question never occurred to you. Then say to hr, “You
know, I really can’t think of anything.” (Pause again, then add): “I would add that as a general
management principle, I’ve found that the best way to avoid regrets is to avoid causing them in
the first place. I practice one habit that helps me a great deal in this regard. At the end of each
day, I mentally review the day’s events and conversations to take a second look at the people
and developments I’m involved with and do a double check of what they’re likely to be feeling.
Sometimes I’ll see things that do need more follow-up, whether a pat on the back, or maybe a
five minute chat in someone’s office to make sure we’re clear on things…whatever.”
Why should we hire you?
By now you can see how critical it is to apply the overall strategy of uncovering the employer’s
needs before you answer questions. If you know the employer’s greatest needs and desires, this
question will give you a big leg up over other candidates because you will give him better
reasons for hiring you than anyone else is likely to…reasons tied directly to his needs.
Whether your interviewer asks you this question explicitly or not, this is the most important
question of your interview because he must answer this question favorably in is own mind
before you will be hired. So help him out! Walk through each of the position’s requirements as
you understand them, and follow each with a reason why you meet that requirement so well.
Example: “As I understand your needs, you are first and foremost looking for someone who can
manage the sales and marketing of your book publishing division. As you’ve said you need
someone with a strong background in trade book sales. This is where I’ve spent almost all of my
career, so I’ve chalked up 18 years of experience exactly in this area. I believe that I know the
right contacts, methods, principles, and successful management techniques as well as any
person can in our industry.”
“You also need someone who can expand your book distribution channels. In my prior post, my
innovative promotional ideas doubled, then tripled, the number of outlets selling our books. I’m
confident I can do the same for you.”
“You need someone to give a new shot in the arm to your mail order sales, someone who knows
how to sell in space and direct mail media. Here, too, I believe I have exactly the experience you
need. In the last five years, I’ve increased our mail order book sales from $600,000 to
$2,800,000, and now we’re the country’s second leading marketer of scientific and medical
books by mail.” Etc., etc., etc.,
Every one of these selling “couplets” (his need matched by your qualifications) is a touchdown
that runs up your score. IT is your best opportunity to outsell your competition.
Where do you see yourself five years from now?
Reassure your interviewer that you’re looking to make a long-term commitment…that this
position entails exactly what you’re looking to do and what you do extremely well. As for your
future, you believe that if you perform each job at hand with excellence, future opportunities
will take care of themselves.
Example: “I am definitely interested in making a long-term commitment to my next position.
Judging by what you’ve told me about this position, it’s exactly what I’m looking for and what I
am very well qualified to do. In terms of my future career path, I’m confident that if I do my
work with excellence, opportunities will inevitable open up for me. It’s always been that way in
my career, and I’m confident I’ll have similar opportunities here.”
Describe your ideal company, location and job.
The only right answer is to describe what this company is offering, being sure to make your
answer believable with specific reasons, stated with sincerity, why each quality represented by
this opportunity is attractive to you.
Remember that if you’re coming from a company that’s the leader in its field or from a
glamorous or much admired company, industry, city or position, your interviewer and his
company may well have an “Avis” complex. That is, they may feel a bit defensive about being
“second best” to the place you’re coming from, worried that you may consider them bush
league.
This anxiety could well be there even though you’ve done nothing to inspire it. You must go out
of your way to assuage such anxiety, even if it’s not expressed, by putting their virtues high on
the list of exactly what you’re looking for, providing credible reason for wanting these qualities.
If you do not express genuine enthusiasm for the firm, its culture, location, industry, etc.
Why do you want to work at our company?
This question is your opportunity to hit the ball out of the park, thanks to the in-depth research
you should do before any interview.
Best sources for researching your target company: annual reports, the corporate newsletter,
contacts you know at the company or its suppliers, advertisements, articles about the company
in the trade press.
What are your outside interests ?
Try to gauge how this company’s culture would look upon your favorite outside activities and be
guided accordingly.
You can also use this question to shatter any stereotypes that could limit your chances. If you’re
over 50, for example, describe your activities that demonstrate physical stamina. If you’re
young, mention an activity that connotes wisdom and institutional trust, such as serving on the
board of a popular charity.
But above all, remember that your employer is hiring your for what you can do for him, not your
family, yourself or outside organizations, no matter how admirable those activities may be.
Give me an example of your creativity (analytical skill…managing ability, etc.)
Remember from Question 2 that you should commit to memory a list of your greatest and most
recent achievements, ever ready on the tip of your tongue.
If you have such a list, it’s easy to present any of your achievements in light of the quality the
interviewer is asking about. For example, the smashing success you orchestrated at last year’s
trade show could be used as an example of creativity, or analytical ability, or your ability to
manage.
Where could you use some improvement?
Keep this answer, like all your answers, positive. A good way to answer this question is to
identify a cutting-edge branch of your profession (one that’s not essential to your employer’s
needs) as an area you’re very excited about and want to explore more fully over the next six
months.
What do you worry about?
Redefine the word ‘worry’ so that it does not reflect negatively on you.
Example: “I wouldn’t call it worry, but I am a strongly goal-oriented person. So I keep turning
over in my mind anything that seems to be keeping me from achieving those goals, until I find a
solution. That’s part of my tenacity, I suppose.”
How do you feel about working nights and weekends?
First, if you’re a confirmed workaholic, this question is a softball lob. Whack it out of the park on
the first swing by saying this kind of schedule is just your style. Add that your family understands
it. Indeed, they’re happy for you, as they know you get your greatest satisfaction from your
work.
If however, you prefer a more balanced lifestyle, answer this question with another: “What’s the
norm for your best people here?”
If the hours still sound unrealistic for you, ask, “Do you have any top people who perform
exceptionally for you, but who also have families and like to get home in time to see them at
night?” Chances are this company does, and this associates you with this other “top-performerswho-
leave-not-later-than-six” group.
Depending on the answer, be honest about how you would fit into the picture. If all those extra
hours make you uncomfortable, say so, but phrase your response positively.
Example: “I love my work and do it exceptionally well. I think the results speak for themselves,
especially in …(mention your two or three qualifications of greater interest to the employer.
Remember, this is what he wants most, not a workaholic with weak credentials). Not only would
I bring these qualities, but I’ve built my whole career on working not just hard, but smart. I think
you’ll find me one of the most productive people here.
I do have a family who likes to see me after work and on weekends. They add balance and
richness to my life, which in turn helps me be happy and productive at work. If I could handle
some of the extra work at home in the evenings or on weekends, that would be ideal. You’d be
getting a person of exceptional productivity who meets your needs with strong credentials. And
I’d be able to handle some of the heavy workload at home where I can be under the same roof
as my family. Everybody would win.”
The “Hypothetical Problem”
Instead, describe the rational, methodical process you would follow in analyzing this problem,
who you would consult with, generating possible solutions, choosing the best course of action,
and monitoring the results.
Remember, in all such, “What would you do?” questions, always describe your process or
working methods, and you’ll never go wrong.
“The Salary Question” – How much money do you want ?
For maximum salary negotiating power, remember these five guidelines
Never bring up salary. Let the interviewer do it first. Good salespeople sell their products
thoroughly before talking price. So should you. Make the interviewer want you first, and your
bargaining position will be much stronger.
If your interviewer raises the salary question too early, before you’ve had a chance to create
desire for your qualifications, postpone the question, saying something like, “Money is
important to me, but is not my main concern. Opportunity and growth are far more important.
What I’d rather do, if you don’t mind, is explore if I’m right for the position, and then talk about
money. Would that be okay?”
The #1 rule of any negotiation is: the side with more information wins. After you’ve done a
thorough job of selling the interviewer and it’s time to talk salary, the secret is to get the
employer talking about what he’s willing to pay before you reveal what you’re willing to accept.
So, when asked about salary, respond by asking, “I’m sure the company has already established
a salary range for this position. Could you tell me what that is?” Or, “I want an income
commensurate with my ability and qualifications. I trust you’ll be fair with me. What does the
position pay?” Or, more simply, “What does this position pay?”
Know beforehand what you’d accept. To know what’s reasonable, research the job market and
this position for any relevant salary information. Remember that most executives look for a 20-
25%$ pay boost when they switch jobs. If you’re grossly underpaid, you may want more.
Never lie about what you currently make, but feel free to include the estimated cost of all your
fringes, which could well tack on 25-50% more to your present “cash-only” salary.
