That’s what it’s
all about, getting a decision. None of us can dictate the outcome of an
interview although, if we could, we would. But you do have more influence than
you may think. I find, however, that in the digital era more than at any other
time I can remember, an increasing number of people feel more separated than
ever from the process of which they are personally a part. No wonder, with
increasing reliance on web-based processes, there is little room for
participation until the time you get the call and subsequent interview. So you
had better make the most of it, which is why I write my blog, to help people
make the most of the limited time spent in the interview process, while engaged
in the give-and-take dialogue with hiring managers. Just to frame this
conversation, what is the goal of each step of the interview? To be invited
back for the next one, and the next… But first you must recognize you have more
power than you are aware to affect your own outcome.
Frequent readers
of this blog know I am a strong proponent of adapting sales methods to your job
search and interviewing efforts. You have the power to influence, guide and
nudge the process. If you don’t want to feel like a victim of the process, you
must position yourself as an equal
participant of the process from which both parties seek a win-win result.
The sales method
for getting a decision is called a close,
as in closing the sale, which merely means to bring it to a conclusion (read)
decision. There are many different closes, and I can’t claim to know them all,
but there are a number of them that are applicable to your interview situation.
Sadly, a 600-word blog entry is not sufficient in order to provide readers with
the finer points, so I suggest that for anyone interested, my book provides
more details on the subject in one handy resource.
As an example of
what I am talking about let’s consider one of the simplest closes to use; the assumptive close. Although it is the
simplest it can be difficult for some people because it exudes and portrays a
level of confidence; some people even think it is borderline aggressive – but
this is not the case.
In a sales
scenario, the sales person uses the assumptive close after having answered all
the customer’s questions and they have no additional concerns, and they signal
that they like what is offered. So, you ask for the sale in an assumptive
manner and say, “…how many would you like and when do you want delivery?” And
why not, everything points in that direction, doesn’t it?
Let’s be clear
about something, companies are less than thrilled with people who display no
confidence in themselves or their efforts so, with that in mind, the assumptive
close strikes the right tone; learn to use it. Always be respectful and
professional, but you are an individual with dignity. Ditch the submissive and
ingratiating wimp words, such as “maybe, perhaps, I hope, I wish…” and replace
them with, “when, how, where, I look forward to, can we…” Use these words in
both verbal and written communications; for example, in a cover or letter of
introduction don’t suggest, “I hope
to hear from you” but, instead, use “I look forward to hearing from you”.
Following an interview, your thank you note should read “I look forward to our
next meeting” and not, “I hope we can
meet again.” Comparing the two mannerisms, they convey two quite different
perceptions of you as an individual – with which do you want to be identified;
how do you wish to be viewed? Do you think it is better to be viewed as someone
with a cup in their hand looking for charity or an individual offering a firm
handshake on an equally respectful footing?
In your efforts
to influence change in the way you are received and perceived, applying even
this small adjustment can cause others to draw a different conclusion about
you, not to mention the effect it can have on your own self-confidence and
self-image. Learn it, live it and believe in yourself; inevitably better things
can happen as a result.
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