Consultative Interview BGI Career Services Workshop Stage 6 Don Piper April 09, 2011
In this laboratory… <ul><li>Practice interviewing/feedback </li></ul><ul><li>Approach the interview strategically </li></u...
Benefits from this laboratory… <ul><li>Better prepared for interviewing </li></ul><ul><li>Confidence in difficult situatio...
Check in <ul><li>Interview Success Stories! </li></ul><ul><li>What has worked for you? </li></ul><ul><li>What works even b...
Pre-work <ul><li>List of difficult questions </li></ul><ul><li>5 measurable accomplishments </li></ul><ul><li>Consultative...
Consultative Interview <ul><li>… discovering your employer’s needs </li></ul><ul><li>Initial needs discovery  [ what makes...
Interview Strategically <ul><li>Beginning with the end in mind </li></ul><ul><li>Fit skills/needs </li></ul><ul><li>Offer ...
Determining Needs <ul><li>Reverse networking into the dept </li></ul><ul><li>Published goals/objectives </li></ul><ul><li>...
Being effective with poor… <ul><li>… interviewers. </li></ul><ul><li>determine greatest needs/oppty’s </li></ul><ul><li>ma...
Practice your pitch… <ul><li>Behavioral interview questions </li></ul><ul><li>Making an impression </li></ul><ul><li>Getti...
Personal Experience <ul><li>Interviewing vs. Consultative Interviews </li></ul><ul><li>Relationship building is the most e...
Do you know… <ul><li>If the organization’s culture is right 4U </li></ul><ul><li>The most effective follow up methods </li...
Be the experience you want… <ul><li>With confidence – domain expertise </li></ul><ul><li>Active inquiry – creating dialogu...
In this laboratory… <ul><li>Practice interviewing/feedback </li></ul><ul><li>Approach the interview strategically </li></u...
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Consultative Interview

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Career Services Workshop led by BGI Faculty member Don Piper.

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Consultative Interview

  1. 1. Consultative Interview BGI Career Services Workshop Stage 6 Don Piper April 09, 2011
  2. 2. In this laboratory… <ul><li>Practice interviewing/feedback </li></ul><ul><li>Approach the interview strategically </li></ul><ul><li>Learn to determine needs (org/int’vr) </li></ul><ul><li>Learn about consultative interviewing </li></ul><ul><li>Adapt to interviewers skills/style </li></ul>
  3. 3. Benefits from this laboratory… <ul><li>Better prepared for interviewing </li></ul><ul><li>Confidence in difficult situations </li></ul><ul><li>Asking insightful/probing questions </li></ul><ul><li>Overcoming objections… </li></ul><ul><li>NOT an audition </li></ul><ul><li>Create dialogue </li></ul>
  4. 4. Check in <ul><li>Interview Success Stories! </li></ul><ul><li>What has worked for you? </li></ul><ul><li>What works even better? </li></ul><ul><li>What’s the best ever? </li></ul>
  5. 5. Pre-work <ul><li>List of difficult questions </li></ul><ul><li>5 measurable accomplishments </li></ul><ul><li>Consultative interviewing </li></ul>
  6. 6. Consultative Interview <ul><li>… discovering your employer’s needs </li></ul><ul><li>Initial needs discovery [ what makes them tick ] </li></ul><ul><li>Collaborative solution seeking </li></ul><ul><li>Owning not controlling interviews </li></ul><ul><li>As if you are already in the position </li></ul><ul><li>Connecting with the interviewer </li></ul><ul><li>“ Your Turn: 80 Penetrating Questions You Get to Ask” </li></ul>
  7. 7. Interview Strategically <ul><li>Beginning with the end in mind </li></ul><ul><li>Fit skills/needs </li></ul><ul><li>Offer to help them solve/capture… </li></ul><ul><li>Prepare, research </li></ul><ul><li>Connect! </li></ul><ul><li>Write a personal thank you note </li></ul>
  8. 8. Determining Needs <ul><li>Reverse networking into the dept </li></ul><ul><li>Published goals/objectives </li></ul><ul><li>Press/analysts/competitors </li></ul><ul><li>Customers/distributors/association </li></ul><ul><li>Industry reviews </li></ul><ul><li>Stakeholder groups </li></ul>
  9. 9. Being effective with poor… <ul><li>… interviewers. </li></ul><ul><li>determine greatest needs/oppty’s </li></ul><ul><li>match your skills to their needs </li></ul><ul><li>demonstrate how you create value </li></ul><ul><li>using the same metrics they use </li></ul>
  10. 10. Practice your pitch… <ul><li>Behavioral interview questions </li></ul><ul><li>Making an impression </li></ul><ul><li>Getting a second interview </li></ul><ul><li>Body language </li></ul><ul><li>Answering illegal questions </li></ul>
  11. 11. Personal Experience <ul><li>Interviewing vs. Consultative Interviews </li></ul><ul><li>Relationship building is the most effective </li></ul><ul><li>Key skills required for future success here </li></ul><ul><li>How will success be measured? </li></ul><ul><li>Who has the power to hire you? </li></ul>
  12. 12. Do you know… <ul><li>If the organization’s culture is right 4U </li></ul><ul><li>The most effective follow up methods </li></ul><ul><li>How to recover from faux pas </li></ul><ul><li>How to convert interviews to offers </li></ul>
  13. 13. Be the experience you want… <ul><li>With confidence – domain expertise </li></ul><ul><li>Active inquiry – creating dialogue </li></ul><ul><li>Solution orientation/value creation </li></ul><ul><li>Measureable results/ROI </li></ul><ul><li>‘ as if you were already filling that role’ </li></ul>
  14. 14. In this laboratory… <ul><li>Practice interviewing/feedback </li></ul><ul><li>Approach the interview strategically </li></ul><ul><li>Learn to determine needs (org/int’vr) </li></ul><ul><li>Learn about consultative interviewing </li></ul><ul><li>Adapt to interviewers skills/style </li></ul>

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