is to get the employer believing that your experience is close to what they need. The more successful you are at making the employer see this similarity, the more likely you are to overcome the objection and get the job offer.
A classic story told by John Crystal reveals the importance of recognizing related experience in order to overcome objections. In the mid–1970s, Bill was interviewing for a middle management position. During the interview he was told that the person who got the job, in addition to the many other management duties, would manage the company-owned cafeteria. Bill had never managed a cafeteria before, and neither had the other remaining candidate. In this position, the head cook and cafeteria manager would actually run the day-to-day operations, but Bill would be responsible for the budget and approving major decisions made by the staff. If Bill had been like most job seekers, he would have said, “Well, I’ve never run a cafeteria before, but I am an excellent manager and I learn quickly. I know I could do an excellent job.” He could have said that, and it would not have been a bad answer, but he had a better idea. In a flash Bill recalled that while he was stationed in Vietnam during the mid-60s, he was responsible for transporting warm food from the mess hall to troops in the field by Jeep, truck, tank, or even helicopter. Bill realized that his experience was not exactly what the employer had in mind, but he recognized that it was related to what they were seeking, so he decided to make the most of this example.
Bill also realized that he faced an objection if he did not successfully get the employer to buy his story. So he told the story with flair and vividness. He got the job and was convinced that his story had tipped the balance in his favor. He didn’t get the job because of his Vietnam experience. But when the employer had to decide between two very qualified people, Bill had demonstrated that he had related experience regarding cafeterias. That was enough to enable him to edge out his competitor. I also believe that by telling a vivid tale, full of strong visual images, Bill revealed many qualities that also helped sell him. I am sure that the executive hiring Bill realized that Bill cared so greatly about his customers—those soldiers out in the trenches—that he provided a service far beyond what was expected. The executive knew that Bill would do the same in the position he was being interviewed for. Bill was obviously the person for the job.
Clearly, Bill overcame a potential objection by selling his related experience. Pat overcame a potential objection by selling her ability to learn new systems quickly. Both succeeded in heading off an objection caused by their lack of particular experience. Sometimes, however, the employer will state that you lack some experience before you’ve had an opportunity to anticipate or deal with the objection. In that case, you should sell your related experience and your ability to learn quickly. Use a highly vivid story to demonstrate your willingness to do whatever is necessary to become proficient quickly.
Chapter 4
PROJECT ENTHUSIASM AND POTENTIAL
Enthusiasm and potential will land you more job offers than any other qualities. The two are inseparable.
EMPLOYERS DESIRE ENTHUSIASTIC PEOPLE
Employers seek enthusiastic people who really want to get involved in the job. You should demonstrate genuine enthusiasm—enthusiasm for yourself, enthusiasm for the job, enthusiasm for your future boss, and enthusiasm for the company.
Enthusiasm For Yourself
Enthusiasm for yourself will come through by showing self-confidence and your belief that you can do the job. When you’re asked “What is your greatest strength?” you must be able to respond with enthusiasm. If you can’t stir up enthusiasm about yourself with a question like that, you won’t be able to do it at all.
It’s hard to sound enthusiastic if you’re overly nervous, since nervous people tend to either speak too rapidly or in a monotone.
Neither will present the right impression. That’s why preparation is so important. Preparation gives you confidence and minimizes nervousness.
Enthusiasm For The Job
You’ll demonstrate enthusiasm for the job by showing interest throughout the interview and by asking questions that reveal your genuine interest in the job. One of the best ways to demonstrate enthusiasm for the job is to tell the interviewer that you really want the job and that you know you can perform it well. When it comes across as genuine, you’ll score many points with the interviewer.
Enthusiasm For Your Future Boss
You’ll show enthusiasm for your prospective boss by listening intently to everything he says. Look for an opportunity to ask for his management style and philosophy (if he hasn’t described it already) and then listen enthusiastically. Asking questions to further clarify his style and philosophy will show that you really are interested in everything he has to say. You could make small comments like, “I think that’s really important,” “I think the best managers share that philosophy,” or “I don’t think there are a lot of managers who really develop their staff, as you obviously do.” At the end of the interview, perhaps as you’re standing up to get ready to leave, you could say, “I would really like working for you.” Whatever you say must be genuine. Any hint of apple polishing will actually cost you points.
Enthusiasm For The Organization
Let the interviewer know that you want to work for the organization. During the interview you could ask, “What do you like about the organization and what would you change if you could?” She will undoubtedly emphasize positives. Toward the end of the interview you could state what you like about the organization. This could be based on what the interviewer has stated, what you’ve learned from people who work for or have worked for the organization, plus what you’ve read about the organization. This is an excellent way to demonstrate that you’ve done everything possible to learn about the organization.
Selling Your Enthusiasm
Summing up your enthusiasm at the end of an interview is very effective. You can virtually always discern when the interview is coming to a close. That’s when you look for the opportunity to speak a concluding word. Even if the interview comes to an abrupt end and you haven’t had an opportunity to give a summary of why you should be hired, you can do it even as the two of you are standing and about to shake hands as you part. You could simply stand there and say something like:
I appreciate your taking time to talk with me today. I have to say that this is a job I would really like. It seems to make good use of my strengths and I would enjoy it a lot. It’s the kind of job you can really sink your teeth into. And everything I’ve heard about DataSystems plus what you’ve told me today indicates that it’s well managed and develops its people. I like that. And I can tell I would enjoy working for you.
A statement like this may not seem to be a big deal, but I can guarantee it will resonate in the mind of the hiring manager. There are a lot of intangibles that get considered as a hiring decision is pondered. Virtually all managers want to give the job to someone who really wants it. Even if one or two others are more qualified, if you clearly want the job, and the manager has concluded you would fit into the organization, she will look for ways to justify hiring you.
Suppose
