loyers know you have what they wantLets assume that you have asked the right kinds of questions and done enough listening. Now you know what they want. Its time to let them know you have what they want. At this stage you should have your own two-minute interviewing commercial ready to go. These are the action-oriented stories referred to earlier. After you have given your story, ask for feedback. You might say Is this the kind of approach you might need here? A positive response from the interviewer will help fix the story in his or her memory. Verbalize a positive summary of the meeting, pointing out your enthusiasm about the job. After the summary, ask a question that will generate feedback: In your opinion, are my skills and strengths as closely matched to your needs as I think they are? How can we pursue our interests further?Now you have a game plan. I hope you will gain an extra sense of confidence from knowing what you intend to do and being well prepared to do it.INTERVIEWING - PART IITHE SECOND KEY TO BECOMING GREAT AT INTERVIEWING, IS TO HANDLE WHATEVER OBJECTIONS MAY COME UPAND TO DO IT IN A WAY THAT IS COMFORTABLE FOR YOU.Many of us are more conscious of our liabilities than our strengths. When confronted with a liability, we may become defensive or argumentative. When dealing with sensitive issues, remain calm and non-defensive. If challenged, relinquish as little information as possible. The key to making this approach work is projection: positive, non defensive and non-evasive.For example, consider the case in which you had been terminated. Employer: Are you unemployed?You: Yes, I am. I left Bank of America in June.Employer: Why were you terminated?You: My position was eliminated in a corporate reorganization.Employer: Why were you let go?You: I was offered a position, but since Id like to move forward, rather than laterally, I elected to seek a new challenge outside the firm.Note that all the sta...
