Career Successions

By Ford R. Myers
Career Successions Expert

Selling is overcoming negatives, not just stating positives

There is a “one best interview question’ which should be asked by every candidate in every interview.

At the end of an interview, you need to find out how you did in the interview. “Hard sell” proponents suggest asking the question “is there any reason you would not offer me the job?” or “will I be asked back for the next round of interviews?” Both these questions are “sales close” questions and easily avoided by the interviewer by simply saying, “We have more candidates to interview before we can make that decision”. Even if they like you, avoiding the answer is a prudent response just in case subsequent candidates are better suited to the job.

Therefore, here is the challenge: ask a question that elicits an open, honest, non-defensive answer from the interviewer that tells you how they did in the interview. In addition, as a bonus, the question should enable you to answer any objections the interviewer may have.

The suggested question –

“Based on my background, experience, and skills what do you think would be the greatest challenges for me in this position?”

The honest responses to this question include the following:

No challenges or minor challenges
If the interviewer states there are no challenges or only minor manageable challenges, it is an indication that you did well in the interview and you are under consideration for the position.
A challenge in an important job area
When there is a challenge raised, ask how significant the challenge is. If the interviewer states a challenge which they consider to be important or even critical, which you cannot address, you are probably not a candidate for the job.
A challenge in an area about which you did not talk
The interviewer may mention challenges in areas where you have skills and experiences, however it did not come out in the interview. You now have an opportunity to share the information and correct the interviewer’s concerns.
A challenge to which you can provide a strategy for overcoming:
The interviewer may mention a challenge to which you can provide a strategy to overcome it. There may have been an opportunity for you to overcome a similar challenge on a previous job. Use that experience to tell the interviewer how you will overcome the challenge on this job. For example, “You are correct I am not good with Microsoft Access. However, when I started my last job I was not proficient with Microsoft Power Point. Immediately after being hired, I took a two day course, purchased training books, and practiced. Within four weeks I was producing good Power Point presentations and within eight weeks I was considered a highly skilled Power Point producer. I would learn Access the same way.”

Once you get a good solid answer to this question, it mitigates one of the most uncomfortable parts of the job search process – waiting for the hiring manager to call. If the hiring manager made it clear there are significant challenges to your performing on the job you can stop wondering if you will get the second interview or the job. If there were no challenges stated, you can maintain hope and be assertive in your follow-up.

Often, due to the stressful nature of the interview, good responses to challenges (objections) come to you after the interview is over. Use your Follow-Through Letter to address any objections you failed to address in the interview or reiterate your already stated interview responses.