Tips For Interviewing Power Selling

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  • 1. Interview Power Selling Yourself Undergraduate Career Services Office Kelley School of Business Room P100 www.ucso.indiana.edu
  • 2. Prepare Well for the Interview
  • 3. Profile the Company
    • Research the company thoroughly
    • Where do you fit in?
    • Tailor your skills to company’s needs
    • Information you uncover reflects your interest and enthusiasm in position
    • Establishes a common base of knowledge for questions
  • 4. Research the Company
    • Know the language of the industry
    • Know the job duties
    • Know the company
    • Ask questions of a similar company
  • 5. What Do You Need To Know?
    • Age of company
    • Services or products
    • Competitors within the industry
    • Growth pattern
    • Reputation
    • Divisions and subsidiaries
    • Locations/length of time there
    • Size
    • Number of employees
    • Sales/assets/earnings
    • New products or projects
    • Culture and values
  • 6. Where Do I Find The Information About Companies?
    • UCSO, Room P100
    • UCSO Website
    • Job Choices books published by NACE
    • Standard & Poor’s Register
    • Internet
    • Chamber of Commerce
    • Trade Associations
    • Alumni in the companies
  • 7. Develop Career Goals
    • Have a focus--at least act like it, even if you don’t have a clue
    • Identify challenges you are looking for
    • Know what you want to accomplish
    • Have a plan or agenda
  • 8. Write Down Answers/Scenarios
    • Draft written answers to potential interview questions
    • Develop job appropriate scenarios based on your research
      • A marketing plan for a new product
      • A solution to one of their problems
  • 9. Write Down Your Strengths
    • Relate them to the job
    • Give examples of where you have demonstrated these
    • How were they developed
    • Identify your mentors and/or role models
  • 10. Write Down Your Areas for Improvement
    • Relate these to your work
    • Show the positive side of these
    • Identify the steps you have taken for improvement
    • Detail the results and/or time frames expected
    • Identify criticism you have received and its effects
  • 11. Write Out Questions for the Interviewer
    • Consider multiple areas
      • Corporate values
      • Anticipated responsibilities
      • Employment trends
      • Measures of work performance
      • Work environment
      • Quality of work
      • Personality factors
    • Demonstrate your knowledge of the industry and company
  • 12. Frequently Asked Interview Questions
  • 13. The Day of the Interview
  • 14. Acknowledge Your Nervousness
    • Train your butterflies to fly in formation
    • Advance preparation reduces nervousness
    • Practice answering the worst possible question they could ask
            • Ask permission to take notes or refer to questions if necessary
            • Relax--take a few deep breaths
  • 15. Appearance Matters. . .A Lot!
    • If you don’t dress seriously, they can’t take you seriously!!
    • Make a good first impression
    • Pride in yourself implies pride in your work
    • Show your creativity in your work, not your appearance
    • Dress conservatively
    • Be well groomed and clean
  • 16. Don’t Forget the Details
    • Nicely styled hair
    • Natural, clean looking face/makeup
    • Clean your fingernails
    • Skip the clunky jewelry
    • Press your clothes
    • Avoid strong perfumes or colognes
    • Avoid cigarettes
  • 17. Professional Image for Women
    • Best choices
      • Navy or black suit, solid blouse
      • Suit in solid colors, printed blouse
      • Straight dress with jacket, solid colors
    • Wear polished, low heeled shoes
    • Minimal accessories
    • Hosiery - appropriate color, no holes, no darker than your hem
    • Don’t wear anything too tight or revealing
  • 18. Professional Image for Men
    • Best choices
      • Business suit, dark colors (blues, grays, browns), white shirt
      • Suit with solid shirt
      • 2-piece suit, lighter colors, striped shirt
    • Button your jacket when you stand
    • Shine your shoes
    • Socks-appropriate color, no holes, long length
  • 19. Attitude
    • It separates winners from losers
    • Be enthusiastic and eager
    • Practice good eye contact
    • Smile
    • Walk with confidence
    • Sit up straight (listen to your mother!)
    • Adapt to your surroundings
  • 20. Employers Notice Good Manners
    • Be on time for the interview
    • Treat the receptionist with respect
    • Use Mr. or Ms. unless they ask you to use first names
    • Don’t sit until you’re invited to
  • 21. Practice Your “Soft Skills”
    • Greet people with a firm handshake
    • Stand up to meet people
    • Keep your guard up during lunch or dinner
    • Practice your dining etiquette
    • Remember “please” and “thank you”
    • Be good at chatting and small talk
  • 22. What to Bring to an Interview
    • Several copies of your resume
    • Your portfolio, if applicable
    • New notebook and a nice pen
    • Briefcase or leather folder
    • Names, addresses, and phone numbers of references
  • 23. Interviewing Techniques
  • 24. Put Yourself in the Interviewer’s Shoes
    • They have an agenda
      • To determine if you have the skills
      • Identify your personal attributes
      • Assess your motivation
  • 25. Interviewers Are Looking to Hire You
    • Help them by
      • Showing how you fit their company
      • Exhibit your personality
      • Share your career goals
  • 26. Be HONEST
    • DO NOT lie on your resume
    • DO NOT lie in the interview
    • Either of these can get you eliminated from consideration or FIRED if discovered after hiring
  • 27. What Do Winners Show
    • They are capable of doing the job or learning it quickly
    • They are willing and eager to do the job
    • They need little motivation or supervision
    • They are friendly and would work well with other employees
  • 28. Use Proper Language
    • Speak clearly and distinctly
    • Avoid slang expressions
    • Don’t swear
    • Control your
      • “ ums”
      • “ you knows”
      • “ likes”
      • “ that kinda stuff”
  • 29. Tell Me About Yourself
    • Create a 60-second sound byte
    • Include
    • Geographic origins
    • Reason for choosing major
    • Educational background
    • 2 or 3 strengths related to position
    • Specific expertise and accomplishments
    • How you can contribute to company
    • Identify your career goals
    • Speak clearly and honestly
  • 30. Behavior Based Interviewing
    • Previous behavior predicts future behavior
    • Examples show the meaning you have made of education and experience
    • Provides insight on how the candidate’s mind works
  • 31. Answer Questions with a STAR Approach
    • S ituation
    • T ask
    • A ction
    • R esults
    STAR provides an outline for answers
  • 32. Situation
    • Give the situation for your answer
    • Choose a professional example from your job experience, course work, volunteer work, or student activities
    • Set the stage so the interviewer can relate to your answer
  • 33. Task
    • Tell what the task was at hand
    • Dwell on the positive, don’t blame or point fingers elsewhere
  • 34. Action
    • Describe the action you took to resolve the problem or bring about the success
    • Explain your role in the action
    • Identify specific skills you used
  • 35. Results
    • Explain the results
    • Provide details, dollar amounts, success
    • Apply these results to the position for which you’re applying
  • 36. STAR Provides an Outline
    • Helps you answer completely so you give enough information
    • Lets you know when to stop so you don’t ramble
    • Allows the interviewer to see you as a problem solver and decision maker
  • 37. Do’s and Dont’s
  • 38. Do’s
    • Research the company
    • Prepare for tough questions
    • Greet interviewer enthusiastically
    • Focus on what you have to offer, not what you want
    • Know your rights as an interviewee
    • Have a good attitude, be positive
    • Show confidence
    • Be professional
    • Follow up with a note or phone call
  • 39. Dont’s
    • Don’t discuss salary, benefits, or vacations until an offer is made
    • Don’t display personal habits, i.e. smoking, chewing gum, tapping a pencil, stretching, jiggling a foot
    • Don’t lie
    • Don’t get too chatty about non-job topics
    • Don’t blame others or disparage employers
  • 40. Difficult Situations
  • 41. Listen Carefully
    • It’s important to understand the questions correctly
    • Ask for clarification
    • Don’t be afraid to ask if you can take a few seconds to think about your answer
  • 42. Illegal Questions
    • Be familiar with the legal issues
    • Address the underlying concern of the illegal question, if possible
    • Remain professional and in control
  • 43. Illegal Topics
    • Topics to avoid include
      • Nationality/race
      • Marital status
      • Religion
      • Affiliations
      • Disability or medical history
      • Pregnancy, birth control, child care
      • Age
  • 44. How to Handle Illegal Questions
    • Answer the question
    • Refuse to answer the question
    • Examine the intent behind the question
    • Ask the relationship to the position
    • Walk out
  • 45. Telephone Interviews
    • Dress up and use a professional environment to maintain your professionalism
    • Have your notes organized, highlighted, and within easy access
    • Without non-verbal communication, be aware that it is difficult to “read” the interviewer
    • Make sure your voice conveys enthusiasm
    • If more than one person on the other end, have them identify themselves when asking their questions
  • 46. Panel Interviews
    • Get names and positions for all participants in advance if possible
    • Address all with good eye contact
    • Relate your answers to others that were similar from other participants
    • Shows your ability to relate to diverse groups
  • 47. Day Long Interviews
    • Keep your energy up
    • Continue to give complete answers to all questions even though you’ve been asked multiple times that day
    • Listen for consistencies and discrepancies to assess company culture
  • 48. After the Interview
  • 49. Details Needed for Follow-up
    • Write down the interviewer’s name, department, address, and phone in the notebook
    • Ask for their business card
    • Use interviewer’s name
  • 50. Follow-up the Interview
    • Send a short thank you note within 24 hours
    • Remind them of key points from the interview
    • Emphasize your interest
    • State when you expect the next contact to be
  • 51. Evaluate/Retrain
    • How did you do overall?
    • What were your strengths?
    • What needs improvement?
    • Develop a follow-up chart for tracking