HowtoAnswer The64Toughest Interview Questions

THISBOOKISDESIGNEDTOPROVIDEACCURATEINFORMATIONONTHE SUBJECTSCOVERED.HOWEVER,ITISDONEWITHTHEUNDERSTANDINGTHAT THEPUBLISHERISNOTENGAGEDINRENDERINGLEGAL,ACCOUNTINGOR PROFESSIONALSERVICES.IFLEGALADVICEOROTHERPROFESSIONAL ASSSTANCEISREQUIRED,THESERVICESOFACOMPETENT,PROFESSIONAL PERSONSHOUIDBESOUGHT.ANYNAMESUSEDINTHETEXTAREFICTITIOUS ANDFORILLUSTRATIVEPURPOSESONLY.ANYRESEMBLANCETOACTUAL PERSONSORCOMPANIESISPURELYCOINCIDENTALANDUNINTENTIONAL.

Dedication:

Thisreportisdedicatedtocourageandknowledge, thetwoqualitiesmostneeded tosucceedinanyhumanchallenge, especiallyajobsearch.

TableofContents
GeneralGuidelinesinAnsweringInterviewQuestions3 Q1Tellmeaboutyourself.5 Q2Whatareyourgreateststrengths?6 Q3Whatareyourgreatestweaknesses?6 Q4Tellmeaboutsomethingyoudidorfailedtodothatyounowfeela littleashamedof.7 Q5Whyareyouleaving(ordidyouleave)thisposition?8 Q6TheSilentTreatment9 Q7WhyshouldIhireyou?9 Q8Arentyouoverqualifiedforthisposition?10 Q9Wheredoyouseeyourselffiveyearsfromnow?11 Q10Describeyouridealcompany,locationandjob.12 Q11Whydoyouwanttoworkatourcompany?12 Q12Whatareyourcareeroptionsrightnow?12 Q13Whyhaveyoubeenoutofworksolong?13 Q14Tellmehonestlyaboutthestrongpointsandweakpointsofyourboss (company,managementteam,etc.)13 Q15Whatgoodbookshaveyoureadlately?14 Q16Tellmeaboutasituationwhenyourworkwascriticized.14 Q17Whatareyouroutsideinterest?15 Q18TheFatalFlawquestion15 Q19Howdoyoufeelaboutreportingtoayoungerperson(minority, woman,etc)?16 Q20Onconfidentialmatters16 Q21Wouldyoulieforthecompany?17 Q22Lookingback,whatwouldyoudodifferentlyinyourlife?17 Q23Couldyouhavedonebetterinyourlastjob?18

Q24Canyouworkunderpressure?18 Q25Whatmakesyouangry?18 Q26Whyarentyouearningmoremoneyatthisstageofyour career?19 Q27Whohasinspiredyouinyourlifeandwhy?19 Q28Whatwasthetoughestdecisionyoueverhadtomake?20 Q29Tellmeaboutthemostboringjobyouveeverhad.20 Q30Haveyoubeenabsentfromworkmorethanafewdaysinany previousposition?20 Q31Whatchangeswouldyoumakeifyoucameonboard?21 Q32Imconcernedthatyoudonthaveasmuchexperienceaswedlike in21 Q33Howdoyoufeelaboutworkingnightsandweekends?22 Q34Areyouwillingtorelocateortravel?23 Q35Doyouhavethestomachtofirepeople?Haveyouhadexperience firingmanypeople?23 Q36Whyhaveyouhadsomanyjobs?24 Q37Whatdoyouseeastheproperrole/missionofagood(jobtitle youreseeking)agoodmanageranexecutiveinservingthecommunitya leadingcompanyinourindustryetc.25 Q38Whatwouldyousaytoyourbossifhescrazyaboutanidea,butyou thinkitstinks?25 Q39Howcouldyouhaveimprovedyourcareerprogress?26 Q40Whatwouldyoudoifafellowexecutiveonyourowncorporatelevel wasntpullinghis/herweightandthiswashurtingyourdepartment?26 Q41Youvebeenwithyourfirmalongtime.Wontitbehardswitchingtoa newcompany?27 Q42MayIcontactyourpresentemployerforareference?27 Q43Givemeanexampleofyourcreativity(analytical skillmanagingability,etc.)28 Q44Wherecouldyouusesomeimprovement?28 Q45Whatdoyouworryabout?28 Q46Howmanyhoursaweekdoyounormallywork?28 Q47Whatsthemostdifficultpartofbeinga(jobtitle)?29 Q48TheHypotheticalProblem29 Q49Whatwasthetoughestchallengeyouveeverfaced?29 Q50Haveyouconsiderstartingyourownbusiness?30 Q51Whatareyourgoals?31 Q52Whatdoyouforwhenyouhirepeople?31 Q53Sellmethisstapler(thispencilthisclockorsomeotherobject oninterviewersdesk).31 Q54TheSalaryQuestionHowmuchmoneydoyouwant?33 Q55TheIllegalQuestion33

Q56TheSecretIllegalQuestion34 Q57Whatwasthetoughestpartofyourlastjob?35 Q58Howdoyoudefinesuccessandhowdoyoumeasureuptoyour owndefinition?.35 Q59TheOpinionQuestionWhatdoyouthinkaboutAbortionThe PresidentTheDeathPenalty(oranyothercontroversialsubject)?36 Q60Ifyouwon$10millionlottery,wouldyoustillwork?36 Q61Lookingbackonyourlastposition,haveyoudoneyourbest work?37 Q62WhyshouldIhireyoufromtheoutsidewhenIcouldpromotesomeone fromwithin?37 Q63Tellmesomethingnegativeyouveheardaboutour company38 Q64Onascaleofonetoten,ratemeasaninterviewer.38

GeneralGuidelines inAnsweringInterviewQuestions
Everyoneisnervousoninterviews.Ifyousimplyallowyourselftofeelnervous,you'lldo muchbetter.Rememberalsothatit'sdifficultfortheintervieweraswell. Ingeneral,beupbeatandpositive.Neverbenegative. Rehearseyouranswersandtimethem.Nevertalkformorethan2minutesstraight. Don'ttrytomemorizeanswerswordforword.Usetheanswersshownhereasaguideonly, anddon'tbeafraidtoincludeyourownthoughtsandwords.Tohelpyourememberkey concepts,jotdownandreviewafewkeywordsforeachanswer.Rehearseyouranswers frequently,andtheywillcometoyounaturallyininterviews. Asyouwillreadintheaccompanyingreport,thesinglemostimportantstrategyin interviewing,asinallphasesofyourjobsearch,iswhatwecall:"TheGreatestExecutive JobFindingSecret."Andthatis... Findoutwhatpeoplewant,thanshowthemhowyoucanhelpthemgetit. Findoutwhatanemployerwantsmostinhisorheridealcandidate,thenshowhowyou meetthosequalifications. Inotherwords,youmustmatchyourabilities,withtheneedsoftheemployer.Youmustsell whatthebuyerisbuying.Todothat,beforeyouknowwhattoemphasizeinyouranswers, youmustfindoutwhatthebuyerisbuying...whatheislookingfor.Andthebestwaytodo thatistoaskafewquestionsyourself. Youwillseehowtobringthisoffskillfullyasyoureadthefirsttwoquestionsofthisreport. Butregardlessofhowyouaccomplishit,youmustrememberthisstrategyaboveall:before

blurtingoutyourqualifications,youmustgetsomeideaofwhattheemployerwants most.Onceyouknowwhathewants,youcanthenpresentyourqualificationsasthe perfectkeythatfitsthelockofthatposition. Otherimportantinterviewstrategies: Turnweaknessesintostrengths(You'llseehowtodothisinafewmoments.) Thinkbeforeyouanswer.Apausetocollectyourthoughtsisahallmarkofa thoughtfulperson. Asadailyexercise,practicebeingmoreoptimistic.Forexample,tryputtingapositivespin oneventsandsituationsyouwouldnormallyregardasnegative.Thisisnotmeanttoturn youintoaPollyanna,buttosharpenyoursellingskills.Thebestsalespeople,aswellasthe bestlikedinterviewcandidates,comeoffasbeingnaturallyoptimistic,"cando"people. Youwilldramaticallyraiseyourlevelofattractivenessbydailypracticingtobemore optimistic. Behonest...neverlie. Keepaninterviewdiary.Rightaftereachinterviewnotewhatyoudidright,whatcouldhave gonealittlebetter,andwhatstepsyoushouldtakenextwiththiscontact.Thentakethose steps.Don'tbelikethe95%ofhumanitywhosaytheywillfollowuponsomething,butnever do. Aboutthe64questions... Youmightfeelthattheanswerstothefollowingquestionsarecanned,andthattheywill seldommatchupwiththeexactwayyouareaskedthequestionsinactualinterviews.The questionsandanswersaredesignedtobeasspecificandrealisticaspossible.Butno preparationcananticipatethousandsofpossiblevariationsonthesequestions.What's importantisthatyouthoroughlyfamiliarizeyourselfwiththemainstrategiesbehindeach answer.Anditwillbeinvaluabletoyouifyoucommittomemoryafewkeywordsthatlet youinstantlycalltomindyourbestanswertothevariousquestions.Ifyoudothis,andfollow theprinciplesofsuccessfulinterviewingpresentedhere,you'regoingtodoverywell. Goodluck...andgoodjobhunting!

Question1Tellmeaboutyourself.
TRAPS:Beware,about80%ofallinterviewsbeginwiththisinnocentquestion.Many candidates,unpreparedforthequestion,skewerthemselvesbyrambling,recappingtheir lifestory,delvingintoancientworkhistoryorpersonalmatters. BESTANSWER:Startwiththepresentandtellwhyyouarewellqualifiedfortheposition. Rememberthatthekeytoallsuccessfulinterviewingistomatchyourqualificationstowhat theinterviewerislookingfor.Inotherwordsyoumustsellwhatthebuyerisbuying.Thisis thesinglemostimportantstrategyinjobhunting. So,beforeyouanswerthisoranyquestionit'simperativethatyoutrytouncoveryour

interviewer'sgreatestneed,want,problemorgoal. Todoso,makeyoutakethesetwosteps: 1.Doallthehomeworkyoucanbeforetheinterviewtouncoverthisperson's wantsandneeds(notthegeneralizedneedsoftheindustryorcompany) 2.Asearlyasyoucanintheinterview,askforamorecompletedescriptionof whatthepositionentails.Youmightsay:IhaveanumberofaccomplishmentsI'd liketotellyouabout,butIwanttomakethebestuseofourtimetogetherandtalk directlytoyourneeds.Tohelpmedo,that,couldyoutellmemoreaboutthemost importantprioritiesofthisposition?AllIknowiswhatI(heardfromtherecruiter, readintheclassifiedad,etc.) Then,ALWAYSfollowupwithasecondandpossibly,thirdquestion,todrawouthis needsevenmore.Surprisingly,it'susuallythissecondorthirdquestionthatunearthswhat theinterviewerismostlookingfor. Youmightasksimply,"Andinadditiontothat?..."or,"Isthereanythingelseyouseeas essentialtosuccessinthisposition?: Thisprocesswillnotfeeleasyornaturalatfirst,becauseitiseasiersimplytoanswer questions,butonlyifyouuncovertheemployer'swantsandneedswillyouranswersmake themostsense.Practiceaskingthesekeyquestionsbeforegivingyouranswers,the processwillfeelmorenaturalandyouwillbelightyearsaheadoftheotherjob candidatesyou'recompetingwith. Afteruncoveringwhattheemployerislookingfor,describewhytheneedsofthisjobbear strikingparallelstotasksyou'vesucceededatbefore.Besuretoillustratewithspecific examplesofyourresponsibilitiesandespeciallyyourachievements,allofwhichare gearedtopresentyourselfasaperfectmatchfortheneedshehasjustdescribed.

Question2Whatareyourgreateststrengths?
TRAPS:Thisquestionseemslikeasoftballlob,butbeprepared.Youdon'twanttocome acrossasegotisticalorarrogant.Neitheristhisatimetobehumble. BESTANSWER:Youknowthatyourkeystrategyistofirstuncoveryourinterviewer's greatestwantsandneedsbeforeyouanswerquestions.AndfromQuestion1,youknow howtodothis. Priortoanyinterview,youshouldhavealistmentallypreparedofyourgreateststrengths. Youshouldalsohave,aspecificexampleortwo,whichillustrateseachstrength,an examplechosenfromyourmostrecentandmostimpressiveachievements. Youshould,havethislistofyourgreateststrengthsandcorrespondingexamplesfromyour achievementssowellcommittedtomemorythatyoucanrecitethemcoldafterbeing shakenawakeat2:30AM. Then,onceyouuncoveryourinterviewer'sgreatestwantsandneeds,youcanchoose thoseachievementsfromyourlistthatbestmatchup. Asageneralguideline,the10mostdesirabletraitsthatallemployerslovetoseeintheir

employeesare: 1.Aproventrackrecordasanachiever...especiallyifyour achievementsmatchupwiththeemployer'sgreatestwantsandneeds. 2.Intelligence...management"savvy". 3.Honesty...integrity...adecenthumanbeing. 4.Goodfitwithcorporateculture...someonetofeelcomfortablewith...a teamplayerwhomesheswellwithinterviewer'steam. 5.Likeability...positiveattitude...senseofhumor. 6.Goodcommunicationskills. 7.Dedication...willingnesstowalktheextramiletoachieveexcellence. 8.Definitenessofpurpose...cleargoals. 9.Enthusiasm...highlevelofmotivation. 10.Confident...healthy...aleader.

Question3Whatareyourgreatestweaknesses?
TRAPS:Bewarethisisaneliminatorquestion,designedtoshortenthecandidatelist. AnyadmissionofaweaknessorfaultwillearnyouanAforhonesty,butanFforthe interview. PASSABLEANSWER:Disguiseastrengthasaweakness. Example:Isometimespushmypeopletoohard.Iliketoworkwithasenseofurgency andeveryoneisnotalwaysonthesamewavelength. Drawback:Thisstrategyisbetterthanadmittingaflaw,butit'ssowidelyused,itis transparenttoanyexperiencedinterviewer. BESTANSWER:(andanotherreasonit'ssoimportanttogetathoroughdescriptionof yourinterviewer'sneedsbeforeyouanswerquestions):Assuretheinterviewerthatyoucan thinkofnothingthatwouldstandinthewayofyourperforminginthispositionwith excellence.Then,quicklyreviewyoustrongestqualifications. Example:Nobody'sperfect,butbasedonwhatyou'vetoldmeaboutthisposition,I believeI'dmakeanoutstandingmatch.IknowthatwhenIhirepeople,Ilookfortwothings mostofall.Dotheyhavethequalificationstodothejobwell,andthemotivationtodoit well?EverythinginmybackgroundshowsIhaveboththequalificationsandastrong desiretoachieveexcellenceinwhateverItakeon.SoIcansayinallhonestythatIsee nothingthatwouldcauseyouevenasmallconcernaboutmyabilityormystrongdesireto performthisjobwithexcellence. Alternatestrategy(ifyoudon'tyetknowenoughaboutthepositiontotalkaboutsucha perfectfit): Insteadofconfessingaweakness,describewhatyoulikemostandlikeleast,makingsure

thatwhatyoulikemostmatchesupwiththemostimportantqualificationforsuccessinthe position,andwhatyoulikeleastisnotessential. Example:Let'ssayyou'reapplyingforateachingposition.Ifgivenachoice,Iliketo spendasmuchtimeaspossibleinfrontofmyprospectsselling,asopposedtoshuffling paperworkbackattheoffice.Ofcourse,Ilongagolearnedtheimportanceoffiling paperworkproperly,andIdoitconscientiously.ButwhatIreallylovetodoissell(ifyour interviewerwereasalesmanager,thisshouldbemusictohisears.)

Question4Tellmeaboutsomethingyoudid orfailedtodothatyounowfeelalittleashamed of.

TRAPS:Therearesomequestionsyourinterviewerhasnobusinessasking,andthisis one.Butwhileyoumayfeellikeanswering,noneofyourbusiness,naturallyyoucant. Someinterviewersaskthisquestiononthechanceyouadmittosomething,butifnot,at leasttheyllseehowyouthinkonyourfeet. Someunpreparedcandidates,flusteredbythisquestion,unburdenthemselvesofguiltfrom theirpersonallifeorcareer,perhapsexpressingregretsregardingaparent,spouse,child, etc.Allsuchanswerscanbedisastrous. BESTANSWER:Aswithfaultsandweaknesses,neverconfessaregret.Butdont seemasifyourestonewallingeither. Beststrategy:Sayyouharbornoregrets,thenaddaprincipleorhabityoupractice regularlyforhealthyhumanrelations. Example:Pauseforreflection,asifthequestionneveroccurredtoyou.Thensay,You know,Ireallycantthinkofanything.(Pauseagain,thenadd):Iwouldaddthatasa generalmanagementprinciple,Ivefoundthatthebestwaytoavoidregretsistoavoid causingtheminthefirstplace.Ipracticeonehabitthathelpsmeagreatdealinthis regard.Attheendofeachday,Imentallyreviewthedayseventsandconversationsto takeasecondlookatthepeopleanddevelopmentsIminvolvedwithanddoa doublecheckofwhattheyrelikelytobefeeling.SometimesIllseethingsthatdoneed morefollowup,whetherapatontheback,ormaybeafiveminutechatinsomeonesoffice tomakesurewereclearonthingswhatever. Ialsoliketomakeeachpersonfeellikeamemberofaneliteteam,liketheBostonCeltics orLALakersintheirprime.Ivefoundthatifyouleteachteammemberknowyouexpect excellenceintheirperformanceifyouworkhardtosetanexampleyourselfandifyoulet peopleknowyouappreciateandrespecttheirfeelings,youwindupwithahighlymotivated group,ateamthatshavingfunatworkbecausetheyrestrivingforexcellenceratherthan broodingoverslightsorregrets.

Question5Whyareyouleaving(ordidyou leave)thisposition?
TRAPS:Neverbadmouthyourpreviousindustry,company,board,boss,staff,employees

orcustomers.Thisruleisinviolable:neverbenegative.Anymudyouhurlwillonlysoil yoursuit. Especiallyavoidwordslikepersonalityclash,didntgetalong,orotherswhichcasta shadowonyourcompetence,integrity,ortemperament. BESTANSWER: (Ifyouhaveajobpresently) Ifyourenotyet100%committedtoleavingyourpresentpost,dontbeafraidtosayso. Sinceyouhaveajob,youareinastrongerpositionthansomeonewhodoesnot.Butdont becoyeither.Statehonestlywhatyoudbehopingtofindinanewspot.Ofcourse,as statedoftenbefore,youanswerwillallthestrongerifyouhavealreadyuncoveredwhatthis positionisallaboutandyoumatchyourdesirestoit. (Ifyoudonotpresentlyhaveajob.) Neverlieabouthavingbeenfired.Itsunethicalandtooeasilychecked.Butdotryto deflectthereasonfromyoupersonally.Ifyourfiringwastheresultofatakeover,merger, divisionwidelayoff,etc.,somuchthebetter. Butyoushouldalsodosomethingtotallyunnaturalthatwilldemonstrateconsummate professionalism.Evenifithurts,describeyourownfiringcandidly,succinctlyandwithout atraceofbitternessfromthecompanyspointofview,indicatingthatyoucould understandwhyithappenedandyoumighthavemadethesamedecisionyourself. Yourstaturewillriseimmenselyand,mostimportantofall,youwillshowyouarehealed fromthewoundsinflictedbythefiring.Youwillenhanceyourimageasfirstclass managementmaterialandstandheadandshouldersabovethelegionsoffiringvictims who,attheslightestprovocation,zipopentheirshirtstoexposetheirbattlescarsanddecry theunfairnessofitall. Forallpriorpositions: Makesureyouvepreparedabriefreasonforleaving.Bestreasons:moremoney, opportunity,responsibilityorgrowth.

Question6TheSilentTreatment
TRAPS:Bewareifyouareunpreparedforthisquestion,youwillprobablynothandleit rightandpossiblyblowtheinterview.Thankgoodnessmostinterviewersdontemployit. Itsnormallyusedbythosedeterminedtoseehowyourespondunderstress.Hereshowit works: Youansweraninterviewersquestionandthen,insteadofaskinganother,hejuststaresat youinadeafeningsilence. Youwait,growingabituneasy,andtherehesits,silentasMt.Rushmore,asifhedoesnt believewhatyouvejustsaid,orperhapsmakingyoufeelthatyouveunwittinglyviolated somecardinalruleofinterviewetiquette. Whenyougetthissilenttreatmentafteransweringaparticularlydifficultquestion,suchas tellmeaboutyourweaknesses,itsintimidatingeffectcanbemostdisquieting,evento

polishedjobhunters. Mostunpreparedcandidatesrushintofillthevoidofsilence,viewingprolonged, uncomfortablesilencesasaninvitationtoclearupthepreviousanswerwhichhasobviously causedsomeproblem.Andthatswhattheydorambleon,sputteringmoreandmore information,sometimesirrelevantandoftendamaging,becausetheyaresuddenlyplaying theroleofsomeonewhosgoofedandisnowtryingtorecoup.Butsincethecandidate doesntknowwhereorhowhegoofed,hejustkeepstalking,showinghowflusteredand confusedheisbytheinterviewersunmovablesilence. BESTANSWER:Likeaprimitivetribalmask,theSilentTreatmentlosesallitpowerto frightenyouonceyourefusetobeintimidated.Ifyourinterviewerpullsit,keepquiet yourselfforawhileandthenask,withsincerepolitenessandnotatraceofsarcasm,Is thereanythingelseIcanfillinonthatpoint?Thatsallthereistoit. Whateveryoudo,dontlettheSilentTreatmentintimidateyouintotalkingabluestreak, becauseyoucouldeasilytalkyourselfoutoftheposition.

Question7WhyshouldIhireyou?
TRAPS:Believeitornot,thisisakillerquestionbecausesomanycandidatesare unpreparedforit.Ifyoustammeroradlibyouveblownit. BESTANSWER:Bynowyoucanseehowcriticalitistoapplytheoverallstrategyof uncoveringtheemployersneedsbeforeyouanswerquestions.Ifyouknowtheemployers greatestneedsanddesires,thisquestionwillgiveyouabiglegupoverothercandidates becauseyouwillgivehimbetterreasonsforhiringyouthananyoneelseislikely toreasonstieddirectlytohisneeds. Whetheryourinterviewerasksyouthisquestionexplicitlyornot,thisisthemostimportant questionofyourinterviewbecausehemustanswerthisquestionfavorablyinisownmind beforeyouwillbehired.Sohelphimout!Walkthrougheachofthepositions requirementsasyouunderstandthem,andfolloweachwithareasonwhyyoumeetthat requirementsowell. Example:AsIunderstandyourneeds,youarefirstandforemostlookingforsomeone whocanmanagethesalesandmarketingofyourbookpublishingdivision.Asyouvesaid youneedsomeonewithastrongbackgroundintradebooksales.ThisiswhereIvespent almostallofmycareer,soIvechalkedup18yearsofexperienceexactlyinthisarea.I believethatIknowtherightcontacts,methods,principles,andsuccessfulmanagement techniquesaswellasanypersoncaninourindustry. Youalsoneedsomeonewhocanexpandyourbookdistributionchannels.Inmypriorpost, myinnovativepromotionalideasdoubled,thentripled,thenumberofoutletssellingour books.ImconfidentIcandothesameforyou. Youneedsomeonetogiveanewshotinthearmtoyourmailordersales,someonewho knowshowtosellinspaceanddirectmailmedia.Here,too,IbelieveIhaveexactlythe experienceyouneed.Inthelastfiveyears,Iveincreasedourmailorderbooksalesfrom $600,000to$2,800,000,andnowwerethecountryssecondleadingmarketerofscientific

andmedicalbooksbymail.Etc.,etc.,etc., Everyoneofthesesellingcouplets(hisneedmatchedbyyourqualifications)isa touchdownthatrunsupyourscore.ITisyourbestopportunitytooutsellyourcompetition.

Question8Arentyouoverqualifiedforthis position?
TRAPS:Theemployermaybeconcernedthatyoullgrowdissatisfiedandleave. BESTANSWER:Aswithanyobjection,dontviewthisasasignofimminentdefeat.Its aninvitationtoteachtheintervieweranewwaytothinkaboutthissituation,seeing advantagesinsteadofdrawbacks. Example:Irecognizethejobmarketforwhatitisamarketplace.Likeanymarketplace, itssubjecttothelawsofsupplyanddemand.Sooverqualifiedcanbearelativeterm, dependingonhowtightthejobmarketis.Andrightnow,itsverytight.Iunderstandand acceptthat. Ialsobelievethattherecouldbeverypositivebenefitsforbothofusinthismatch. Becauseofmyunusuallystrongexperiencein________________,Icouldstartto contributerightaway,perhapsmuchfasterthansomeonewhodhavetobebroughtalong moreslowly. Theresalsothevalueofallthetrainingandyearsofexperiencethatothercompanies haveinvestedtensofthousandsofdollarstogiveme.Youdbegettingallthevalueofthat withouthavingtopayanextradimeforit.Withsomeonewhohasyettoacquirethat experience,hedhavetogainitonyournickel. IcouldalsohelpyouinmanythingstheydontteachattheHarvardBusinessSchool.For example(howtohire,train,motivate,etc.)Whenitcomestoknowinghowtoworkwell withpeopleandgettingthemostoutofthem,theresjustnosubstituteforwhatyoulearn overmanyyearsoffrontlineexperience.Youcompanywouldgainallthis,too. Frommyside,therearestrongbenefits,aswell.Rightnow,Iamunemployed.Iwantto work,verymuch,andthepositionyouhavehereisexactlywhatIlovetodoandambest at.Illbehappydoingthisworkandthatswhatmattersmosttome,alotmorethatmoney ortitle. Mostimportant,Imlookingtomakealongtermcommitmentinmycareernow.Ivehad enoughofjobhuntingandwantapermanentspotatthispointinmycareer.Ialsoknow thatifIperformthisjobwithexcellence,otheropportunitiescannothelpbutopenupforme righthere.Intime,Illfindmanyotherwaystohelpthiscompanyandinsodoing,help myself.Ireallyamlookingtomakealongtermcommitment. NOTE:Themainconcernbehindtheoverqualifiedquestionisthatyouwillleaveyournew employerassoonassomethingbettercomesyourway.Anythingyoucansayto demonstratethesincerityofyourcommitmenttotheemployerandreassurehimthatyoure lookingtostayforthelongtermwillhelpyouovercomethisobjection.

Question9Wheredoyouseeyourselffive yearsfromnow?
TRAPS:Onereasoninterviewersaskthisquestionistoseeifyouresettlingforthis position,usingitmerelyasastopoveruntilsomethingbettercomesalong.Ortheycould betryingtogaugeyourlevelofambition. Ifyouretoospecific,i.e.,namingthepromotionsyousomedayhopetowin,youllsound presumptuous.Ifyouretoovague,youllseemrudderless. BESTANSWER:Reassureyourinterviewerthatyourelookingtomakealongterm commitmentthatthispositionentailsexactlywhatyourelookingtodoandwhatyoudo extremelywell.Asforyourfuture,youbelievethatifyouperformeachjobathandwith excellence,futureopportunitieswilltakecareofthemselves. Example:Iamdefinitelyinterestedinmakingalongtermcommitmenttomynext position.Judgingbywhatyouvetoldmeaboutthisposition,itsexactlywhatImlooking forandwhatIamverywellqualifiedtodo.Intermsofmyfuturecareerpath,Imconfident thatifIdomyworkwithexcellence,opportunitieswillinevitableopenupforme.Itsalways beenthatwayinmycareer,andImconfidentIllhavesimilaropportunitieshere.

Question10Describeyouridealcompany, locationandjob.
TRAPS:Thisisoftenaskedbyanexperiencedinterviewerwhothinksyoumaybe overqualified,butknowsbetterthantoshowhishandbyposinghisobjectiondirectly.So hellusethisquestioninstead,whichoftengetsacandidatetorevealthat,indeed,heor sheislookingforsomethingotherthanthepositionathand. BESTANSWER:Theonlyrightansweristodescribewhatthiscompanyisoffering, beingsuretomakeyouranswerbelievablewithspecificreasons,statedwithsincerity,why eachqualityrepresentedbythisopportunityisattractivetoyou. Rememberthatifyourecomingfromacompanythatstheleaderinitsfieldorfroma glamorousormuchadmiredcompany,industry,cityorposition,yourinterviewerandhis companymaywellhaveanAviscomplex.Thatis,theymayfeelabitdefensiveabout beingsecondbesttotheplaceyourecomingfrom,worriedthatyoumayconsiderthem bushleague. Thisanxietycouldwellbethereeventhoughyouvedonenothingtoinspireit.Youmustgo outofyourwaytoassuagesuchanxiety,evenifitsnotexpressed,byputtingtheirvirtues highonthelistofexactlywhatyourelookingfor,providingcrediblereasonforwanting thesequalities. Ifyoudonotexpressgenuineenthusiasmforthefirm,itsculture,location,industry,etc.,you mayfailtoanswerthisAviscomplexobjectionand,asaresult,leavetheinterviewer suspectingthatahotshotlikeyou,comingfromaFortune500companyinNewYork,just wouldntbehappyatanunknownmanufacturerbasedinTopeka,Kansas.

Question11Whydoyouwanttoworkatour company?
TRAPS:Thisquestiontestswhetheryouvedoneanyhomeworkaboutthefirm.Ifyou havent,youlose.Ifyouhave,youwinbig. BESTANSWER:Thisquestionisyouropportunitytohittheballoutofthepark,thanksto theindepthresearchyoushoulddobeforeanyinterview. Bestsourcesforresearchingyourtargetcompany:annualreports,thecorporate newsletter,contactsyouknowatthecompanyoritssuppliers,advertisements,articles aboutthecompanyinthetradepress.

Question12Whatareyourcareeroptions rightnow?
TRAPS:Theintervieweristryingtofindout,Howdesperateareyou? BESTANSWER:Prepareforthisquestionbythinkingofhowyoucanpositionyourselfas adesiredcommodity.Ifyouarestillworking,describethepossibilitiesatyourpresentfirm andwhy,thoughyouregreatlyappreciatedthere,yourelookingforsomethingmore (challenge,money,responsibility,etc.).Alsomentionthatyoureseriouslyexploring opportunitieswithoneortwootherfirms. Ifyourenotworking,youcantalkaboutotheremploymentpossibilitiesyoureactually exploring.Butdothiswithalighttouch,speakingonlyingeneralterms.Youdontwantto seemmanipulativeorcoy.

Question13Whyhaveyoubeenoutofwork solong?
TRAPS:Atoughquestionifyouvebeenonthebeachalongtime.Youdontwantto seemlikedamagedgoods. BESTANSWER:Youwanttoemphasizefactorswhichhaveprolongedyourjobsearch byyourownchoice. Example:Aftermyjobwasterminated,Imadeaconsciousdecisionnottojumponthe firstopportunitiestocomealong.Inmylife,Ivefoundoutthatyoucanalwaysturna negativeintoapositiveIFyoutryhardenough.ThisiswhatIdeterminedtodo.Idecided totakewhatevertimeIneededtothinkthroughwhatIdobest,whatImostwanttodo, whereIdliketodoitandthenidentifythosecompaniesthatcouldoffersuchan opportunity. Also,inallhonesty,youhavetofactorintherecession(consolidation,stabilization,etc.)in the(banking,financialservices,manufacturing,advertising,etc.)industry. Sobetweenmybeingselectiveandthecompaniesinourindustrydownsizing,the processhastakentime.Butintheend,ImconvincedthatwhenIdofindtherightmatch,all thatcarefulevaluationfrombothsidesofthedeskwillhavebeenwellworthwhileforboth

thecompanythathiresmeandmyself.

Question14Tellmehonestlyaboutthe strongpointsandweakpointsofyourboss(company, managementteam,etc.)

TRAPS:Skillfullinterviewerssometimesmakeitalmostirresistibletoopenupandaira littledirtylaundryfromyourpreviousposition.DONT BESTANSWER:Remembertherule:Neverbenegative.Stressonlythegoodpoints, nomatterhowcharminglyyoureinvitedtobecritical. Yourinterviewerdoesntcareawhitaboutyourpreviousboss.Hewantstofindouthow loyalandpositiveyouare,andwhetheryoullcriticizehimbehindhisbackifpressedtodo sobysomeoneinthisowncompany.Thisquestionisyouropportunitytodemonstrateyour loyaltytothoseyouworkwith.

Question15Whatgoodbookshaveyouread lately?
TRAPS:Asinallmattersofyourinterview,neverfakefamiliarityyoudonthave.Yetyou dontwanttoseemlikeadullardwhohasntreadabooksinceTomSawyer. BESTANSWER:UnlessyoureupforapositioninacademiaorasbookcriticforThe NewYorkTimes,yourenotexpectedtobealiterarylion.Butitwouldnthurttohaveread ahandfulofthemostrecentandinfluentialbooksinyourprofessionandonmanagement. Consideritpartoftheworkofyourjobsearchtoreaduponafewoftheseleadingbooks. Butmakesuretheyarequalitybooksthatreflectfavorablyuponyou,nothingthatcould evenremotelybeconsideredsuperficial.Finally,addarecentlypublishedbestsellingwork offictionbyaworldclassauthorandyoullpassthisquestionwithflyingcolors.

Question16Tellmeaboutasituationwhen yourworkwascriticized.
TRAPS:Thisisatoughquestionbecauseitsamorecleverandsubtlewaytogetyouto admittoaweakness.Youcantdodgeitbypretendingyouveneverbeencriticized. Everybodyhasbeen.Yetitcanbequitedamagingtostartadmittingpotentialfaultsand failuresthatyoudjustassoonleaveburied. Thisquestionisalsointendedtoprobehowwellyouacceptcriticismanddirection. BESTANSWERS:Beginbyemphasizingtheextremelypositivefeedbackyouvegotten throughoutyourcareerand(ifitstrue)thatyourperformancereviewshavebeenuniformly excellent. Ofcourse,nooneisperfectandyoualwayswelcomesuggestionsonhowtoimproveyour performance.Then,giveanexampleofanottoodamaginglearningexperiencefrom earlyinyourcareerandrelatethewaysthislessonhassincehelpedyou.This

demonstratesthatyoulearnedfromtheexperienceandthelessonisnowoneofthe strongestbreastplatesinyoursuitofarmor. Ifyouarepressedforacriticismfromarecentposition,choosesomethingfairlytrivialthat innowayisessentialtoyoursuccessfulperformance.Addthatyouvelearnedfromthis, too,andoverthepastseveralyears/months,itsnolongeranareaofconcernbecauseyou nowmakeitaregularpracticetoetc. Anotherwaytoanswerthisquestionwouldbetodescribeyourintentiontobroadenyour masterofanareaofgrowingimportanceinyourfield.Forexample,thismightbea computerprogramyouvebeenmeaningtositdownandlearnanewmanagement techniqueyouvereadaboutorperhapsattendingaseminaronsomecuttingedge branchofyourprofession. Again,thekeyistofocusonsomethingnotessentialtoyourbrilliantperformancebut whichaddsyetanotherdimensiontoyouralreadyimpressiveknowledgebase.

Question17Whatareyouroutsideinterests?
TRAPS:Youwanttobeawellrounded,notadrone.Butyourpotentialemployerwould beevenmoreturnedoffifhesuspectsthatyourheavyextracurricularloadwillinterferewith yourcommitmenttoyourworkduties. BESTANSWERS:Trytogaugehowthiscompanysculturewouldlookuponyourfavorite outsideactivitiesandbeguidedaccordingly. Youcanalsousethisquestiontoshatteranystereotypesthatcouldlimityourchances.If youreover50,forexample,describeyouractivitiesthatdemonstratephysicalstamina.If youreyoung,mentionanactivitythatconnoteswisdomandinstitutionaltrust,suchas servingontheboardofapopularcharity. Butaboveall,rememberthatyouremployerishiringyourforwhatyoucandoforhim,not yourfamily,yourselforoutsideorganizations,nomatterhowadmirablethoseactivitiesmay be.

Question18TheFatalFlawquestion
TRAPS:Ifaninterviewerhasreadyourresumecarefully,hemaytrytozeroinonafatal flawofyourcandidacy,perhapsthatyoudonthaveacollegedegreeyouvebeenoutof thejobmarketforsometimeyouneverearnedyourCPA,etc. Afatalflawquestioncanbedeadly,butusuallyonlyifyourespondbybeingoverly defensive. BESTANSWERS:Aseverymastersalespersonknows,youwillencounterobjections (whetherstatedormerelythought)ineverysale.Theyrepartandparcelofthebuyers anxiety.Thekeyisnottoexacerbatethebuyersanxietybutdiminishit.Hereshow Wheneveryoucomeupagainstafatalflawquestion: 1.Becompletelyhonest,openandstraightforwardaboutadmittingthe

shortcoming.(Showingyouhavenothingtohidediminishesthebuyersanxiety.) 2.Donotapologizeortrytoexplainitaway.Youknowthatthis supposedflawisnothingtobeconcernedabout,andthisistheattitudeyouwant yourinterviewertoadoptaswell. 3.Addthatasdesirableassuchaqualificationmightbe,itslackhas madeyouworkalltheharderthroughoutyourcareerandhasnotpreventedyou fromcompilinganoutstandingtackrecordofachievements.Youmighteven giveexamplesofhow,througharelentlesscommitmenttoexcellence,youhave consistentlyoutperformedthosewhodohavethisqualification. Ofcourse,theultimatewaytohandlefatalflawquestionsistopreventthemfromarising inthefirstplace.YouwilldothatbyfollowingthemasterstrategydescribedinQuestion1, i.e.,uncoveringtheemployersneedsandthemmatchingyourqualificationstothose needs. Onceyouvegottentheemployertostarttalkingabouthismosturgentlyfeltwantsand goalsfortheposition,andthenhelphimseeinstepbystepfashionhowperfectlyyour backgroundandachievementsmatchupwiththoseneeds,youregoingtohaveonevery enthusiasticintervieweronyourhands,onewhoisnolongerlookingforfatalflaws.

Question19Howdoyoufeelaboutreporting toayoungerperson(minority,woman,etc)?
TRAPS:Itsashamethatsomeinterviewersfeeltheneedtoaskthisquestion,butmany understandtherealitythatprejudicesstillexistamongsomejobcandidates,anditsbetter totrytoflushthemoutbeforehand. Thetraphereisthatintodayspoliticallysensitizedenvironment,evenawellintentioned answercanresultinplantingyourfootneatlyinyourmouth.Avoidanythingwhichsmacks ofapatronizingoraninsensitiveattitude,suchasIthinktheymaketerrificbossesor Hey,someofmybestfriendsare Ofcourse,sincealmostanyonewithanIQaboveroomtemperaturewillatleasttryto steadfastlyaffirmtherightanswerhere,yourinterviewerwillbejudgingyoursinceritymost ofall.Doyoureallyfeelthatway?iswhatheorshewillbewondering. Soyoumustmakeyouranswerbelievableandnotjustautomatic.Ifthefirmiswise enoughtohavepromotedpeopledonthebasisofabilityalone,theyrelikelyquiteproudof it,andprefertohireotherswhowillwholeheartedlysharetheirstrongsenseoffairplay. BESTANSWER:Yougreatlyadmireacompanythathiresandpromotesonmeritalone andyoucouldntagreemorewiththatphilosophy.Theage(gender,race,etc.)ofthe personyoureporttowouldcertainlymakenodifferencetoyou. Whoeverhasthatpositionhasobviouslyearneditandknowstheirjobwell.Boththe personandthepositionarefullydeservingofrespect.Youbelievethatallpeopleina company,fromthereceptionisttotheChairman,workbestwhentheirabilities,effortsand feelingsarerespectedandrewardedfairly,andthatincludesyou.Thatsthebesttypeof

workenvironmentyoucanhopetofind.

Question20Onconfidentialmatters
TRAPS:Whenaninterviewerpressesyoutorevealconfidentialinformationabouta presentorformeremployer,youmayfeelitsanowinsituation.Ifyoucooperate,youcould bejudgeduntrustworthy.Ifyoudont,youmayirritatetheinterviewerandseemobstinate, uncooperativeoroverlysuspicious. BESTANSWER:Yourinterviewermaypressyouforthisinformationfortworeasons. First,manycompaniesuseinterviewstoresearchthecompetition.Itsaperfectsetup. Hereintheirownlair,isaninsiderfromtheenemycampwhocanrevealprizedinformation onthecompetitionsplans,research,financialcondition,etc. Second,thecompanymaybetestingyourintegritytoseeifyoucanbecajoledorbullied intorevealingconfidentialdata. Whattodo?Theanswerhereiseasy.Neverrevealanythingtrulyconfidentialabouta presentorformeremployer.Byallmeans,explainyourreticencediplomatically.For example,IcertainlywanttobeasopenasIcanaboutthat.ButIalsowishtorespectthe rightsofthosewhohavetrustedmewiththeirmostsensitiveinformation,justasyouwould hopetobeabletotrustanyofyourkeypeoplewhentalkingwithacompetitor Andcertainlyyoucanalludetoyourfinestachievementsinspecificwaysthatdontreveal thecombinationtothecompanysafe. Butbeguidedbythegoldenrule.Ifyouweretheownerofyourpresentcompany,would youfeelitethicallywrongfortheinformationtobegiventoyourcompetitors?Ifso, steadfastlyrefusetorevealit. Rememberthatthisquestionpitsyourdesiretobecooperativeagainstyourintegrity. Facedwithanysuchchoice,alwayschooseintegrity.Itisafarmorevaluablecommodity thanwhateverinformationthecompanymaypryfromyou.Moreover,onceyousurrender theinformation,yourstockgoesdown.Theywillsurelyloserespectforyou. OnePresidentweknowalwayspressescandidatesunmercifullyforconfidential information.Ifhedoesntgetit,hegrowsvisiblyannoyed,relentlesslyinquisitive,Itsallan act.Hecouldntcarelessabouttheinformation.Thisishiswayoftestingthecandidates moralfiber.Onlythosewhoholdfastarehired.

Question21Wouldyoulieforthecompany?
TRAPS:Thisanotherquestionthatpitstwovaluesagainstoneanother,inthiscaseloyalty againstintegrity. BESTANSWER:Trytoavoidchoosingbetweentwovalues,givingapositivestatement whichcoversallbasesinstead. Example:Iwouldneverdoanythingtohurtthecompany.. Ifaggressivelypressedtochoosebetweentwocompetingvalues,alwayschoosepersonal

integrity.Itisthemostprizedofallvalues.

Question22Lookingback,whatwouldyou dodifferentlyinyourlife?
TRAPS:Thisquestionisusuallyaskedtouncoveranylifeinfluencingmistakes,regrets, disappointmentsorproblemsthatmaycontinuetoaffectyourpersonalityandperformance. Youdonotwanttogivetheintervieweranythingnegativetorememberyouby,suchas somegreatpersonalorcareerdisappointment,evenlongago,thatyouwishcouldhave beenavoided. Nordoyouwishtogiveanyanswerwhichmayhintthatyourwholeheartandsoulwillnot beinyourwork. BESTANSWER:Indicatethatyouareahappy,fulfilled,optimisticpersonandthat,in general,youwouldntchangeathing. Example:Itsbeenagoodlife,richinlearningandexperience,andthebestityetto come.Everyexperienceinlifeisalessonititsownway.Iwouldntchangeathing.

Question23Couldyouhavedonebetterin yourlastjob?
TRAPS:Thisisnotimefortrueconfessionsofmajororevenminorproblems. BESTANSWER:Againneverbenegative. Example:Isupposewiththebenefitofhindsightyoucanalwaysfindthingstodobetter,of course,butoffthetopofmyhead,Icantthinkofanythingofmajorconsequence. (Ifmoreexplanationseemsnecessary) Describerasituationthatdidntsufferbecauseofyoubutfromexternalconditionsbeyond yourcontrol. Forexample,describethedisappointmentyoufeltwithatestcampaign,newproduct launch,merger,etc.,whichlookedpromisingatfirst,butledtounderwhelmingresults.I wishwecouldhaveknownatthestartwhatwelaterfoundout(abouttheeconomyturning, themarketplacechanging,etc.),butsincewecouldnt,wejusthadtogoforit.Andwedid learnfromit

Question24Canyouworkunderpressure?
TRAPS:Aneasyquestion,butyouwanttomakeyouranswerbelievable. BESTANSWER:Absolutely(thenproveitwithavividexampleortwoofagoalor projectaccomplishedunderseverepressure.)

Question25Whatmakesyouangry?
TRAPS:Youdontwanttocomeacrosseitherasahotheadorawimp.

BESTANSWER:Giveananswerthatssuitedtobothyourpersonalityandthe managementstyleofthefirm.Here,thehomeworkyouvedoneaboutthecompanyandits stylecanhelpinyourchoiceofwords. Examples:Ifyouareareservedpersonand/orthecorporatecultureiscoolly professional: Imaneventemperedandpositivepersonbynature,andIbelievethishelpsmeagreat dealinkeepingmydepartmentrunningsmoothly,harmoniouslyandwithagenuineesprit decorps.Ibelieveincommunicatingclearlywhatsexpected,gettingpeoples commitmenttothosegoals,andthenfollowingupcontinuouslytocheckprogress. Ifanyoneoranythingisgoingofftrack,Iwanttoknowaboutitearly.If,afterthatkindof opencommunicationandfollowup,someoneisntgettingthejobdone,Illwanttoknow why.Iftheresnogoodreason,thenIllgetimpatientandangryandtakeappropriate stepsfromthere.Butifyouhiregoodpeople,motivatethemtostriveforexcellenceand thenfollowupconstantly,italmostnevergetstothatstate. Ifyouarefeistybynatureand/orthepositioncallsforatoughstrawboss. Youknowwhatmakesmeangry?Peoplewho(thefillintheblankswiththemost objectionabletraitsforthistypeofposition)peoplewhodontpulltheirownweight,who arenegative,peoplewholieetc.

Question26Whyarentyouearningmore moneyatthisstageofyourcareer?
TRAPS:Youdontwanttogivetheimpressionthatmoneyisnotimportanttoyou,yetyou wanttoexplainwhyyoursalarymaybealittlebelowindustrystandards. BESTANSWER:Youliketomakemoney,butotherfactorsareevenmoreimportant. Example:Makingmoneyisveryimportanttome,andonereasonImhereisbecauseIm lookingtomakemore.Throughoutmycareer,whatsbeenevenmoreimportanttomeis doingworkIreallyliketodoatthekindofcompanyIlikeandrespect. (Thenbepreparedtobespecificaboutwhatyouridealpositionandcompanywouldbe like,matchingthemascloselyaspossibletotheopportunityathand.

Question27Whohasinspiredyouinyourlife andwhy?
TRAPS:Thetwotrapshereareunpreparednessandirrelevance.Ifyougropeforan answer,itseemsyouveneverbeeninspired.Ifyourambleaboutyourhighschool basketballcoach,youvewastedanopportunitytopresentqualitiesofgreatvaluetothe company. BESTANSWER:Haveafewheroesinmind,fromyourmentalBoardofDirectors Leadersinyourindustry,fromhistoryoranyoneelsewhohasbeenyourmentor. Bepreparedtogiveexamplesofhowtheirwords,actionsorteachingshavehelpedinspire

yourachievements.Asalways,prepareananswerwhichhighlightsqualitiesthatwouldbe highlyvaluableinthepositionyouareseeking.

Question28Whatwasthetoughestdecision youeverhadtomake?
TRAPS:Givinganunpreparedorirrelevantanswer. BESTANSWER:Bepreparedwithagoodexample,explainingwhythedecisionwas difficulttheprocessyoufollowedinreachingitthecourageousoreffectivewayyou carrieditoutandthebeneficialresults.

Question29Tellmeaboutthemostboring jobyouveeverhad.
TRAPS:Yougiveaverymemorabledescriptionofaveryboringjob.Result?You becomeassociatedwiththisboringjobintheinterviewersmind. BESTANSWER:Youhaveneverallowedyourselftogrowboredwithajobandyoucant understanditwhenothersletthemselvesfallintothatrut. Example:PerhapsIvebeenfortunate,butthatIveneverfoundmyselfboredwithanyjobI haveeverheld.Ivealwaysenjoyedhardwork.Aswithactorswhofeeltherearenosmall parts,Ialsobelievethatineverycompanyordepartmentthereareexcitingchallengesand intriguingproblemscryingoutforenergeticandenthusiasticsolutions.Ifyourebored,its probablybecauseyourenotchallengingyourselftotacklethoseproblemsrightunderyour nose.

Question30Haveyoubeenabsentfromwork morethanafewdaysinanypreviousposition?
TRAPS:Ifyouvehadaproblem,youcantlie.Youcouldeasilybefoundout.Yet admittinganattendanceproblemcouldraisemanyflags. BESTANSWER:Ifyouhavehadnoproblem,emphasizeyourexcellentandconsistent attendancerecordthroughoutyourcareer. Alsodescribehowimportantyoubelievesuchconsistentattendanceisforakey executivewhyitsuptoyoutosetanexampleofdedicationandwhytheresjustno substituteforbeingtherewithyourpeopletokeeptheoperationrunningsmoothly,answer questionsandhandleproblemsandcrisesastheyarise. Ifyoudohaveapastattendanceproblem,youwanttominimizeit,makingitclearthatit wasanexceptionalcircumstanceandthatitscausehasbeencorrected. Todothis,givethesameanswerasabovebutprefaceitwithsomethinglike,Otherthat beingoutlastyear(orwhenever)becauseof(yourreason,whichisnowinthepast),Ihave neverhadaproblemandhaveenjoyedanexcellentattendancerecordthroughoutmy career.Furthermore,Ibelieve,consistentattendanceisimportantbecause(Pickup

therestoftheanswerasoutlinedabove.).

Question31Whatchangeswouldyoumake ifyoucameonboard?
TRAPS:Watchout!Thisquestioncanderailyourcandidacyfasterthanabombonthe tracksandjustasyouareabouttobehired. Reason:Nomatterhowbrightyouare,youcannotknowtherightactionstotakeina positionbeforeyousettleinandgettoknowtheoperationsstrengths,weaknesseskey people,financialcondition,methodsofoperation,etc.Ifyoulungeatthistemptinglybaited question,youwillprobablybeseenassomeonewhoshootsfromthehip. Moreover,nomatterhowcomfortableyoumayfeelwithyourinterviewer,youarestillan outsider.Noone,includingyourinterviewer,likestothinkthataknowitalloutsideris goingtocomein,turntheplaceupsidedownandwithsweeping,grandgestures,promptly demonstratewhatjerkseverybodysbeenforyears. BESTANSWER:You,ofcourse,willwanttotakeagoodhardlookateverythingthe companyisdoingbeforemakinganyrecommendations. Example:Well,IwouldntbeaverygooddoctorifIgavemydiagnosisbeforethe examination.Shouldyouhireme,asIhopeyouwill,Idwanttotakeagoodhardlookat everythingyouredoingandunderstandwhyitsbeingdonethatway.Idliketohave indepthmeetingswithyouandtheotherkeypeopletogetadeepergraspofwhatyoufeel youredoingrightandwhatcouldbeimproved. Fromwhatyouvetoldmesofar,theareasofgreatestconcerntoyouare(namethem. Thendotwothings.First,askiftheseareinfacthismajorconcerns.Ifsothenreaffirm howyourexperienceinmeetingsimilarneedselsewheremightproveveryhelpful).

Question32Imconcernedthatyoudont haveasmuchexperienceaswedlikein
TRAPS:Thiscouldbeamakeorbreakquestion.Theinterviewermostlylikeswhathe sees,buthasdoubtsoveronekeyarea.Ifyoucanassurehimonthispoint,thejobmaybe yours. BESTANSWER:ThisquestionisrelatedtoTheFatalFlaw(Question18),butherethe concernisnotthatyouaretotallymissingsomequalifications,suchasCPAcertification, butratherthatyourexperienceislightinonearea. Beforegoingintoanyinterview,trytoidentifytheweakestaspectsofyourcandidacyfrom thiscompanyspointofview.Thenpreparethebestansweryoupossiblecantoshoreup yourdefenses. Togetpastthisquestionwithflyingcolors,youaregoingtorelyonyourmasterstrategyof uncoveringtheemployersgreatestwantsandneedsandthenmatchingthemwithyour strengths.SinceyoualreadyknowhowtodothisfromQuestion1,youareinamuch

strongerposition. Morespecifically,whentheinterviewerposesasobjectionlikethis,youshould 1.Agreeontheimportanceofthisqualification. 2.Explainthatyourstrengthmaybeindeedbegreaterthanyour resumeindicatesbecause 3.Whenthisstrengthisaddedtoyourotherstrengths,itsreallyyour combinationofqualificationsthatsmostimportant. Thenreviewtheareasofyourgreateststrengthsthatmatchupmostfavorablywiththe companysmosturgentlyfeltwantsandneeds. Thisispowerfulwaytohandlethisquestionfortworeasons.First,youregivingyour interviewermoreammunitionintheareaofhisconcern.Butmoreimportantly,youre shiftinghisfocusawayfromthisone,isolatedareaandputtingitontheunique combinationofstrengthsyouoffer,strengthswhichtieinperfectlywithhisgreatestwants.

Question33Howdoyoufeelaboutworking nightsandweekends?
TRAPS:Blurtoutnoway,Joseandyoucankissthejoboffergoodbye.Butwhatifyou haveafamilyandwanttoworkareasonablynormalschedule?Isthereawaytogetboth thejobandthescheduleyouwant? BESTANSWER:First,ifyoureaconfirmedworkaholic,thisquestionisasoftballlob. Whackitoutoftheparkonthefirstswingbysayingthiskindofscheduleisjustyourstyle. Addthatyourfamilyunderstandsit.Indeed,theyrehappyforyou,astheyknowyouget yourgreatestsatisfactionfromyourwork. Ifhowever,youpreferamorebalancedlifestyle,answerthisquestionwithanother:Whats thenormforyourbestpeoplehere? Ifthehoursstillsoundunrealisticforyou,ask,Doyouhaveanytoppeoplewhoperform exceptionallyforyou,butwhoalsohavefamiliesandliketogethomeintimetoseethemat night?Chancesarethiscompanydoes,andthisassociatesyouwiththisother topperformerswholeavenotlaterthansixgroup. Dependingontheanswer,behonestabouthowyouwouldfitintothepicture.Ifallthose extrahoursmakeyouuncomfortable,sayso,butphraseyourresponsepositively. Example:Ilovemyworkanddoitexceptionallywell.Ithinktheresultsspeakfor themselves,especiallyin(mentionyourtwoorthreequalificationsofgreaterinterestto theemployer.Remember,thisiswhathewantsmost,notaworkaholicwithweak credentials).NotonlywouldIbringthesequalities,butIvebuiltmywholecareeron workingnotjusthard,butsmart.Ithinkyoullfindmeoneofthemostproductivepeople here. Idohaveafamilywholikestoseemeafterworkandonweekends.Theyaddbalanceand richnesstomylife,whichinturnhelpsmebehappyandproductiveatwork.IfIcould

handlesomeoftheextraworkathomeintheeveningsoronweekends,thatwouldbe ideal.Youdbegettingapersonofexceptionalproductivitywhomeetsyourneedswith strongcredentials.AndIdbeabletohandlesomeoftheheavyworkloadathomewhereI canbeunderthesameroofasmyfamily.Everybodywouldwin.

Question34Areyouwillingtorelocateor travel?
TRAPS:Answerwithaflatnoandyoumayslamthedoorshutonthisopportunity.But whatifyoudreallyprefernottorelocateortravel,yetwouldntwanttolosethejobofferover it? BESTANSWER:Firstfindoutwhereyoumayhavetorelocateandhowmuchtravelmay beinvolved.Thenrespondtothequestion. Iftheresnoproblem,saysoenthusiastically. Ifyoudohaveareservation,therearetwoschoolsofthoughtonhowtohandleit. Oneadvisesyoutokeepyouroptionsopenandyourreservationstoyourselfintheearly going,bysaying,noproblem.Youstrategyhereistogetthebestofferyoucan,then makeajudgmentwhetheritsworthittoyoutorelocateortravel. Also,bythetimetheoffercomesthrough,youmayhaveotheroffersandcanmakeamore informeddecision.Whykillofthisopportunitybeforeithaschancetoblossominto somethingreallyspecial?Andifyourealittlemoredesperatethreemonthsfromnow,you mightwishyouhadntslammedthedooronrelocatingortraveling. Thesecondwaytohandlethisquestionistovoiceareservation,butassertthatyoudbe opentorelocating(ortraveling)fortherightopportunity. Theansweringstrategyyouchoosedependsonhoweageryouareforthejob.Ifyouwant totakenochances,choosethefirstapproach. Ifyouwanttoplayalittlehardertogetinhopesofgeneratingamoreenticingoffer,choose thesecond.

Question35Doyouhavethestomachtofire people?Haveyouhadexperiencefiringmany people?

TRAPS:Thisinnocentquestioncouldbeatrapdoorwhichsendsyoudownachuteand landsyouinaheapofdustoutsidethefrontdoor.Why?Becauseitsrealintentisnotjust toseeifyouvegotthestomachtofire,butalsotouncoverpoorjudgmentinhiringwhich hascausedyoutofiresomany.Also,ifyoufiresooften,youcouldbeatyrant. Sodontrisetothebaitbyboastinghowmanyyouvefired,unlessyouvepreparedto explainwhyitwasbeyondyourcontrol,andnottheresultofyourpoorhiringproceduresor foultemperament. BESTANSWER:Describetherationalandsensiblemanagementprocessyoufollowin

bothhiringandfiring. Example:MywholemanagementapproachistohirethebestpeopleIcanfind,train themthoroughlyandwell,getthemexcitedandproudtobepartofourteam,andthenwork withthemtoachieveourgoalstogether.Ifyoudoallofthatright,especiallyhiringtheright people,Ivefoundyoudonthavetofireveryoften. Sowithme,firingisalastresort.Butwhenitsgottobedone,itsgottobedone,andthe fasterandcleaner,thebetter.Apooremployeecanwreakterribledamageinundermining themoraleofanentireteamofgoodpeople.Whentheresnootherway,Ivefoundits betterforallconcernedtoactdecisivelyingettingridofoffenderswhowontchangetheir ways.

Question36Whyhaveyouhadsomany jobs?
TRAPS:Yourinterviewerfearsyoumayleavethispositionquickly,asyouhaveothers. Hesconcernedyoumaybeunstable,oraproblempersonwhocantgetalongwith others. BESTANSWER:First,beforeyouevengettotheinterviewstage,youshouldtryto minimizeyourimageasjobhopper.Ifthereareseveralentriesonyourresumeoflessthan oneyear,considereliminatingthelessimportantones.Perhapsyoucanspecifythetime youspentatpreviouspositionsinroundedyearsnotinmonthsandyears. Example:Insteadofshowingthreepositionsthisway: 6/19823/1983,PositionA 4/198312/1983,PositionB 1/19848/1987,PositionC itwouldbebettertoshowsimply: 19821983,PositionA 19841987PositionC. Inotherwords,youwoulddropPositionBaltogether.Noticewhatadifferencethismakes inreducingyourimageasajobhopper. Onceinfrontoftheinterviewerandthisquestioncomesup,youmusttrytoreassurehim. Describeeachpositionaspartofanoverallpatternofgrowthandcareerdestination. Becarefulnottoblameotherpeopleforyourfrequentchanges.Butyoucanandshould attributecertainchangestoconditionsbeyondyourcontrol. Example:Thankstoanupcomingmerger,youwantedtoavoidanensuingbloodbath,so youmadeagood,upwardcareermovebeforeyourdepartmentcameundertheaxeofthe newowners. Ifpossible,alsoshowthatyourjobchangesweremorefrequentinyouryoungerdays,while youwereestablishingyourself,roundingoutyourskillsandlookingfortherightcareer path.Atthisstageinyourcareer,yourecertainlymuchmoreinterestedinthebest

longtermopportunity. Youmightalsocitethejob(s)whereyoustayedthelongestanddescribethatthistypeof situationiswhatyourelookingfornow.

Question37Whatdoyouseeastheproper role/missionof agood(jobtitleyoureseeking) agoodmanager anexecutiveinservingthecommunity aleadingcompanyinourindustryetc.

TRAPS:Theseandotherproperrolequestionsaredesignedtotestyourunderstanding ofyourplaceinthebiggerpictureofyourdepartment,company,communityand profession.aswellastheproperroleeachoftheseentitiesshouldplayinitsbigger picture. Thequestionismostfrequentlyaskedbythemostthoughtfulindividualsand companiesorbythoseconcernedthatyourecomingfromaplacewitharadically differentcorporateculture(suchasfromabiggovernmentbureaucracytoanaggressive smallcompany). Themostfrequentmistakeexecutivesmakeinansweringissimplynotbeingprepared (seemingasiftheyvenevergivinganyofthisathough.)orinphrasingananswerbest suitedtotheirpriororganizationscultureinsteadofthehiringcompanys. BESTANSWER:Thinkofthemostessentialingredientsofsuccessforeachcategory aboveyourjobtitle,yourroleasmanager,yourfirmsrole,etc. Identifyatleastthreebutnomorethansixqualitiesyoufeelaremostimportanttosuccess ineachrole.Thencommityourresponsetomemory. Here,again,themoreinformationyouvealreadydrawnoutaboutthegreatestwantsand needsoftheinterviewer,andthemorehomeworkyouvedonetoidentifythecultureofthe firm,themoreontargetyouranswerwillbe.

Question38Whatwouldyousaytoyourboss ifhescrazyaboutanidea,butyouthinkitstinks?
TRAPS:Thisisanotherquestionthatpitstwovalues,inthiscaseloyaltyandhonesty, againstoneanother. BESTANSWER:Remembertherulestatedearlier:Inanyconflictbetweenvalues, alwayschooseintegrity. Example:Ibelievethatwhenevaluatinganything,itsimportanttoemphasizethepositive. WhatdoIlikeaboutthisidea? Then,ifyouhavereservations,Icertainlywanttopointthemout,asspecifically,objectively

andfactuallyasIcan. Afterall,themostimportantthingIowemybossishonesty.Ifhecantcountonmefor that,theneverythingelseImaydoorsaycouldbequestionableinhiseyes. ButIalsowanttoexpressmythoughtsinaconstructiveway.Somygoalinthiscase wouldbetoseeifmybossandIcouldmakehisideaevenstrongerandmoreappealing, sothatiteffectivelyovercomesanyinitialreservationIorothersmayhaveaboutit. Ofcourse,ifheoverrulesmeandsays,no,letsdoitmyway,thenIowehimmyfulland enthusiasticsupporttomakeitworkasbestitcan.

Question39Howcouldyouhaveimproved yourcareerprogress?
TRAPS:Thisisanothervariationonthequestion,Ifyoucould,howwouldyouliveyourlife over?Remember,yourenotgoingtofallforanysuchinvitationstorewritepersonhistory. Youcantwinifyoudo. BESTANSWER:Youregenerallyquitehappywithyourcareerprogress.Maybe,ifyou hadknownsomethingearlierinlife(impossibletoknowatthetime,suchasthebooming growthinabranchinyourindustryorthecorporatedownsizingthatwouldphaseoutyour lastjob),youmighthavemovedinacertaindirectionsooner. Butallthingsconsidered,youtakeresponsibilityforwhereyouare,howyouvegotten there,whereyouaregoingandyouharbornoregrets.

Question40Whatwouldyoudoifafellow executiveonyourowncorporatelevelwasntpulling his/herweightandthiswashurtingyour department?

TRAPS:Thisquestionandotherhypotheticalonestestyoursenseofhumanrelationsand howyoumighthandleofficepolitics. BESTANSWER:Trytogaugethepoliticalstyleofthefirmandbeguidedaccordingly.In general,fallbackonuniversalprinciplesofeffectivehumanrelationswhichintheend, embodythewayyouwouldliketobetreatedinasimilarcircumstance. Example:Goodhumanrelationswouldcallformetogodirectlytothepersonandexplain thesituation,totrytoenlisthishelpinaconstructive,positivesolution.IfIsensed resistance,IwouldbeaspersuasiveasIknowhowtoexplainthebenefitswecanallgain fromworkingtogether,andtheproblemswe,thecompanyandourcustomerswill experienceifwedont. POSSIBLEFOLLOWUPQUESTION:Andwhatwouldyoudoifhestilldidnotchange hisways? ANSWER:OnethingIwouldntdoislettheproblemslide,becauseitwouldonlyget worseandoverlookingitwouldsetabadprecedent.Iwouldtryagainandagainand

again,inwhateverwayIcould,tosolvetheproblem,involvingwiderandwidercirclesof people,bothaboveandbelowtheoffendingexecutiveandincludingmyownbossif necessary,sothateveryoneinvolvedcanseetherewardsforteamworkandthe drawbacksofnoncooperation. ImightaddthatIveneveryetcomeacrossasituationthatcouldntberesolvedby harnessingothersinadetermined,constructiveeffort.

Question41Youvebeenwithyourfirma longtime.Wontitbehardswitchingtoanew company?

TRAPS:Yourinterviewerisworriedthatthisolddogwillfindithardtolearnnewtricks. BESTANSWER:Toovercomethisobjection,youmustpointtothemanywaysyouhave grownandadaptedtochangingconditionsatyourpresentfirm.Ithasnotbeenastatic situation.Highlightthedifferentresponsibilitiesyouveheld,thewidearrayofnew situationsyouvefacedandconquered. Asaresult,youvelearnedtoadaptquicklytowhateveristhrownatyou,andyouthriveon thestimulationofnewchallenges. Tofurtherassuretheinterviewer,describethesimilaritiesbetweenthenewpositionand yourpriorone.Explainthatyoushouldbequitecomfortableworkingthere,sincetheir needsandyourskillsmakeaperfectmatch.

Question42MayIcontactyourpresent employerforareference?
TRAPS:Ifyouretryingtokeepyourjobsearchprivate,thisisthelastthingyouwant.But ifyoudontcooperate,wontyouseemasifyouretryingtohidesomething? BESTANSWER:Expressyourconcernthatyoudliketokeepyourjobsearchprivate, butthatintime,itwillbeperfectlyokay. Example:Mypresentemployerisnotawareofmyjobsearchand,forobviousreasons Idprefertokeepitthatway.Idbemostappreciativeifwekeptourdiscussionconfidential rightnow.Ofcourse,whenwebothagreethetimeisright,thenbyallmeansyoushould contactthem.Imveryproudofmyrecordthere.

Question43Givemeanexampleofyour creativity(analyticalskillmanagingability,etc.)
TRAPS:Theworstoffensehereissimplybeingunprepared.Yourhesitationmayseem asifyourehavingahardtimerememberingthelasttimeyouwerecreative,analytical,etc. BESTANSWER:RememberfromQuestion2thatyoushouldcommittomemoryalistof yourgreatestandmostrecentachievements,everreadyonthetipofyourtongue. Ifyouhavesuchalist,itseasytopresentanyofyourachievementsinlightofthequalitythe

interviewerisaskingabout.Forexample,thesmashingsuccessyouorchestratedatlast yearstradeshowcouldbeusedasanexampleofcreativity,oranalyticalability,oryour abilitytomanage.

Question44Wherecouldyouusesome improvement?
TRAPS:Anothertrickywaytogetyoutoadmitweaknesses.Dontfallforit. BESTANSWER:Keepthisanswer,likeallyouranswers,positive.Agoodwayto answerthisquestionistoidentifyacuttingedgebranchofyourprofession(onethatsnot essentialtoyouremployersneeds)asanareayoureveryexcitedaboutandwantto exploremorefullyoverthenextsixmonths.

Question45Whatdoyouworryabout?
TRAPS:Admittoworryingandyoucouldsoundlikealoser.Sayingyouneverworry doesntsoundcredible. BESTANSWER:Redefinethewordworrysothatitdoesnotreflectnegativelyonyou. Example:Iwouldntcallitworry,butIamastronglygoalorientedperson.SoIkeep turningoverinmymindanythingthatseemstobekeepingmefromachievingthosegoals, untilIfindasolution.Thatspartofmytenacity,Isuppose.

Question46Howmanyhoursaweekdoyou normallywork?
TRAPS:Youdontwanttogiveaspecificnumber.Makeittolow,andyoumaynot measureup.Toohigh,andyoullforeverfeelguiltyaboutsneakingoutthedoorat5:15. BESTANSWER:Ifyouareinfactaworkaholicandyousensethiscompanywouldlike that:Sayyouareaconfirmedworkaholic,thatyouoftenworknightsandweekends.Your familyacceptsthisbecauseitmakesyoufulfilled. Ifyouarenotaworkaholic:Sayyouhavealwaysworkedhardandputinlonghours.It goeswiththeterritory.Itonesense,itshardtokeeptrackofthehoursbecauseyourwork isalaboroflove,youenjoynothingmorethansolvingproblems.Soyourealmostalways thinkingaboutyourwork,includingtimeswhenyourehome,whileshavinginthemorning, whilecommuting,etc.

Question47Whatsthemostdifficultpartof beinga(jobtitle)?
TRAPS:Unlessyouphraseyouranswerproperly,yourinterviewermayconcludethat whateveryouidentifyasdifficultiswhereyouareweak. BESTANSWER:First,redefinedifficulttobechallengingwhichismorepositive. Then,identifyanareaeveryoneinyourprofessionconsiderschallengingandinwhichyou

excel.Describetheprocessyoufollowthatenablesyoutogetsplendidresultsandbe specificaboutthoseresults. Example:Ithinkeverysalesmanagerfindsitchallengingtomotivatethetroopsina recession.Butthatsprobablythestrongesttestofatopsalesmanager.Ifeelthisisone areawhereIexcel. WhenIseethefirstsignthatsalesmaysliporthatsalesforcemotivationisflagging becauseofadownturnintheeconomy,herestheplanIputintoactionimmediately (followedbyadescriptionofeachstepintheprocessandmostimportantly,the exceptionalresultsyouveachieved.).

Question48TheHypotheticalProblem
TRAPS:Sometimesaninterviewerwilldescribeadifficultsituationandask,Howwould youhandlethis?Sinceitisvirtuallyimpossibletohaveallthefactsinfrontofyoufrom suchashortpresentation,dontfallintothetrapoftryingtosolvethisproblemandgiving yourverdictonthespot.Itwillmakeyourdecisionmakingprocessseemwoefully inadequate. BESTANSWER:Instead,describetherational,methodicalprocessyouwouldfollowin analyzingthisproblem,whoyouwouldconsultwith,generatingpossiblesolutions, choosingthebestcourseofaction,andmonitoringtheresults. Remember,inallsuch,Whatwouldyoudo?questions,alwaysdescribeyourprocessor workingmethods,andyoullnevergowrong.

Question49Whatwasthetoughest challengeyouveeverfaced?
TRAPS:Beingunpreparedorcitinganexamplefromsoearlyinyourlifethatitdoesnt scoremanypointsforyouatthisstageofyourcareer. BESTANSWER:Thisisaneasyquestionifyoureprepared.Havearecentexample readythatdemonstrateseither: 1.Aqualitymostimportanttothejobathandor 2.Aqualitythatisalwaysindemand,suchasleadership,initiative,managerial skill,persuasiveness,courage,persistence,intelligence,etc.

Question50Haveyouconsiderstartingyour ownbusiness?
TRAPS:Ifyousayyesandelaborateenthusiastically,youcouldbeperceivedasaloose cannoninalargercompany,tooentrepreneurialtomakeagoodteamplayeror someonewhohadtosettleforthecorporatelifebecauseyoucouldntmakeagoofyour ownbusiness. Alsotoomuchenthusiasminansweringyescouldrousetheparanoiaofasmallcompany

indicatingthatyoumayplantogooutonyourownsoon,perhapstakingsomekey accountsortradesecretswithyou. Ontheotherhand,ifyouanswerno,neveryoucouldbeperceivedasasecurityminded dronewhoneverdreamedabigdream. BESTANSWER:Againitsbestto: 1.Gaugethiscompanyscorporateculturebeforeansweringand 2.Behonest(whichdoesntmeanyouhavetovividlyshareyourfantasyofthe franchiseorbedandbreakfastyousomedayplantoopen). Ingeneral,ifthecorporatecultureisthatofalarge,formal,militarystylestructure,minimize anyindicationthatyoudlovetohaveyourownbusiness.Youmightsay,Oh,Imayhave givenitathoughtonceortwice,butmywholecareerhasbeeninlargerorganizations. ThatswhereIhaveexcelledandwhereIwanttobe. Ifthecorporatecultureisclosertothefreewheeling,everybodysadealmakervariety, thenemphasizethatinafirmlikethis,youcanvirtuallygetthebestofallworlds,the excitementofseeingyourownideasandplanstakeshapecombinedwiththeresources andstabilityofawellestablishedorganization.Soundsliketheperfectenvironmentto you. Inanycase,nomatterwhatthecorporateculture,besuretoindicatethatanydesiresabout runningyourownshowarepartofyourpast,notyourpresentorfuture. Thelastthingyouwanttoprojectisanimageofeitheradreamerwhofailedandisnow settlingforthecorporatecocoonortherestlessmaverickwhowillflyoutthedoorwithkey accounts,contactsandtradesecretsunderhisarmsjustassoonashisbankrollhasgotten rebuilt. Alwaysremember:Matchwhatyouwantwithwhatthepositionoffers.Themore informationyouveuncoveredabouttheposition,themorebelievableyoucanmakeyour case.

Question51Whatareyourgoals?
TRAPS:Nothavinganyorhavingonlyvaguegeneralities,nothighlyspecificgoals. BESTANSWER:Manyexecutivesinapositiontohireyouarestrongbelieversin goalsetting.(Itsoneofthereasontheyveachievedsomuch).Theyliketohireinkind. Ifyourevagueaboutyourcareerandpersonalgoals,itcouldbeabigturnofftomay peopleyouwillencounterinyourjobsearch. Bereadytodiscussyourgoalsforeachmajorareaofyourlife:career,personal developmentandlearning,family,physical(health),communityserviceand(ifyour interviewerisclearlyareligiousperson)youcouldbrieflyandgenerallyalludetoyour spiritualgoals(showingyouareawellroundedindividualwithyourvaluesintheright order). Bepreparedtodescribeeachgoalintermsofspecificmilestonesyouwishtoaccomplish

alongtheway,timeperiodsyoureallottingforaccomplishment,whythegoalisimportant toyou,andthespecificstepsyouretakingtobringitabout.Butdothisconcisely,asyou neverwanttotalkmorethantwominutesstraightbeforelettingyourinterviewerbackinto theconversation.

Question52Whatdoyouforwhenyouhire people?
TRAPS:Beingunpreparedforthequestion. BESTANSWER:Speakyourownthoughtshere,butforthebestanswerweavethem aroundthethreemostimportantqualificationsforanyposition. 1.Canthepersondothework(qualifications)? 2.Willthepersondothework(motivation)? 3.Willthepersonfitin(ourkindofteamplayer)?

Question53Sellmethisstapler(this pencilthisclockorsomeotherobjecton interviewersdesk).

TRAPS:Someinterviewers,especiallybusinessownersandhardchangingexecutivesin marketingdrivencompanies,feelthatgoodsalesmanshipisessentialforanykeyposition andaskforaninstantdemonstrationofyourskill.Beready. BESTANSWER:Ofcourse,youalreadyknowthemostimportantsecretofallgreat salesmanshipfindoutwhatpeoplewant,thenshowthemhowtogetit. Ifyourinterviewerpicksuphisstaplerandasks,sellthistome,youaregoingto demonstratethisprovenmasterprinciple.Hereshow: Well,agoodsalesmanmustknowbothhisproductandhisprospectbeforehesells anything.IfIweresellingthis,IdfirstgettoknoweverythingIcouldaboutit,allitsfeatures andbenefits. Then,ifmygoalweretosellityou,Iwoulddosomeresearchonhowyoumightuseafine staplerlikethis.Thebestwaytodothatisbyaskingsomequestions.MayIaskyouafew questions? Thenaskafewquestionssuchas,Justoutofcuriosity,ifyoudidntalreadyhaveastapler likethis,whywouldyouwantone?Andinadditiontothat?Anyotherreason?Anything else? Andwouldyouwantsuchastaplertobereliable?...Holdagoodsupplyofstaples?(Ask morequestionsthatpointtothefeaturesthisstaplerhas.) Onceyouveaskedthesequestions,makeyourpresentationcitingallthefeaturesand benefitsofthisstaplerandwhyitsexactlywhattheinterviewerjusttoldyouheslookingfor. Thenclosewith,Justoutofcuriosity,whatwouldyouconsiderareasonablepricefora

qualitystaplerlikethisastapleryoucouldhaverightnowandwould(thenrepeatallthe problemsthestaplerwouldsolveforhim)?Whateverhesays,(unlessitszero),say, Okay,wevegotadeal. NOTE:Ifyourinterviewertestsyoubyfightingeverystepoftheway,denyingthatheeven wantssuchanitem,dontfighthim.Taketheproductawayfromhimbysaying,Mr. Prospect,Imdelightedyouvetoldmerightupfrontthattheresnowayyoudeverwantthis stapler.Asyouwellknow,thefirstruleofthemostproductivesalespeopleinanyfieldisto meettheneedsofpeoplewhoreallyneedandwantourproducts,anditjustwastes everyonestimeifwetrytoforceitonthosewhodont.AndIcertainlywouldntwantto wasteyourtime.Butwesellmanyitems.Isthereanyproductonthisdeskyouwouldvery muchliketoownjustoneitem?Whenhepointssomethingout,repeattheprocess above.Ifheknowsanythingaboutselling,hemaygiveyouastandingovation.

Question54TheSalaryQuestionHow muchmoneydoyouwant?
TRAPS:Mayalsobephrasesas,Whatsalaryareyouworth?or,Howmuchareyou makingnow?Thisisyourmostimportantnegotiation.Handleitwrongandyoucanblow thejobofferorgotoworkatfarlessthanyoumighthavegotten. BESTANSWER:Formaximumsalarynegotiatingpower,rememberthesefive guidelines: 1.Neverbringupsalary.Lettheinterviewerdoitfirst.Goodsalespeoplesell theirproductsthoroughlybeforetalkingprice.Soshouldyou.Maketheinterviewer wantyoufirst,andyourbargainingpositionwillbemuchstronger. 2.Ifyourinterviewerraisesthesalaryquestiontooearly,beforeyouvehada chancetocreatedesireforyourqualifications,postponethequestion,saying somethinglike,Moneyisimportanttome,butisnotmymainconcern.Opportunity andgrowtharefarmoreimportant.WhatIdratherdo,ifyoudontmind,isexploreif Imrightfortheposition,andthentalkaboutmoney.Wouldthatbeokay? 3.The#1ruleofanynegotiationis:thesidewithmoreinformationwins.After youvedoneathoroughjobofsellingtheintervieweranditstimetotalksalary,the secretistogettheemployertalkingaboutwhatheswillingtopaybeforeyoureveal whatyourewillingtoaccept.So,whenaskedaboutsalary,respondbyasking,Im surethecompanyhasalreadyestablishedasalaryrangeforthisposition.Could youtellmewhatthatis?Or,Iwantanincomecommensuratewithmyabilityand qualifications.Itrustyoullbefairwithme.Whatdoesthepositionpay?Or,more simply,Whatdoesthispositionpay? 4.Knowbeforehandwhatyoudaccept.Toknowwhatsreasonable,researchthe jobmarketandthispositionforanyrelevantsalaryinformation.Rememberthat mostexecutiveslookfora2025%$payboostwhentheyswitchjobs.Ifyoure grosslyunderpaid,youmaywantmore. 5.Neverlieaboutwhatyoucurrentlymake,butfeelfreetoincludetheestimated

costofallyourfringes,whichcouldwelltackon2550%moretoyourpresent cashonlysalary.

Question55TheIllegalQuestion
TRAPS:Illegalquestionsincludeanyregardingyouragenumberandagesofyour childrenorotherdependentsmaritalstatusmaidennamereligionpolitical affiliationancestrynationaloriginbirthplacenaturalizationofyourparents,spouseor childrendiseasesdisabilitiesclubsorspousesoccupationunlessanyofthe abovearedirectlyrelatedtoyourperformanceofthejob.Youcantevenbeaskedabout arrests,thoughyoucanbeaskedaboutconvictions. BESTANSWER:Undertheeverpresentthreatoflawsuits,mostinterviewersarewell awareofthesetaboos.Yetyoumayencounter,usuallyonasecondorthirdinterview,a seniorexecutivewhodoesntinterviewmuchandforgetshecantasksuchquestions. Youcanhandleanillegalquestioninseveralways.First,youcanassertyourlegalrightnot toanswer.Butthiswillfrightenorembarrassyourintervieweranddestroyanyrapportyou had. Second,youcouldswallowyourconcernsoverprivacyandanswerthequestionstraight forwardlyifyoufeeltheanswercouldhelpyou.Forexample,yourinterviewer,adevout Baptist,recognizesyoufromchurchandmentionsit.Here,youcouldgainbytalkingabout yourchurch. Third,ifyoudontwantyourprivacyinvaded,youcandiplomaticallyanswertheconcern behindthequestionwithoutansweringthequestionitself. Example:Ifyouareover50andareasked,Howoldareyou?youcananswerwitha friendly,smilingquestionofyourownonwhethertheresaconcernthatyouragemyaffect yourperformance.Followthisupbyreassuringtheinterviewerthattheresnothinginthis jobyoucantdoand,infact,yourageandexperiencearethemostimportantadvantages youoffertheemployerforthefollowingreasons Anotherexample:Ifasked,Doyouplantohavechildren?youcouldanswer,Iam wholeheartedlydedicatedtomycareer,perhapsadding,Ihavenoplansregarding children.(Youneedntfearyouvepledgedeternalchildlessness.Youhaveeveryrightto changeyourplanslater.Getthejobfirstandthenenjoyallyouroptions.) Mostimportantly,rememberthatillegalquestionsarisefromfearthatyouwontperform well.Thebestanswerofallistogetthejobandperformbrilliantly.Allconcernsandfears willthenvarnish,replacedbyrespectandappreciationforyourwork.

Question56TheSecretIllegalQuestion
TRAPS:MuchmorefrequentthantheIllegalquestion(seeQuestion55)isthesecret illegalquestion.Itssecretbecauseitsaskedonlyintheinterviewersmind.Sinceitsnot evenexpressedtoyou,youhavenowaytorespondtoit,anditcantherebemost damaging.

Example:Yourephysicallychallenged,orasinglemotherreturningtoyourprofessional career,orover50,oramemberofanethnicminority,orfitanyofadozenothercategories thatdonotstrictlyconformtothemajorityinagivencompany. Yourinterviewerwonders,Isthispersonreallyabletohandlethejob?Isheorshea goodfitataplacelikeours?Willthechemistryeverberightwithsomeonelikethis? Buttheinterviewerneverraisessuchquestionsbecausetheyreillegal.Sowhatcanyou do? BESTANSWER:Rememberthatjustbecausetheinterviewerdoesntaskanillegal questiondoesntmeanhedoesnthaveit.Morethanlikely,heisgoingtocomeupwithhis ownanswer.Soyoumightaswellhelphimout. How?Well,youobviouslycantrespondtoanillegalquestionifhehasntevenasked.This maywelloffendhim.Andtheresalwaysthechancehewasntevenconcernedaboutthe issueuntilyoubroughtitup,andonlythenbeginstowonder. Soyoucantaddresssecretillegalquestionsheadon.Butwhatyoucandoismakesure theresenoughcounterbalancinginformationtomorethanreassurehimthattheresno problemintheareahemaybedoubtfulabout. Forexample,letssayyoureasalesrepwhohadpolioasachildandyouneedacaneto walk.Youknowyourconditionhasneverimpededyourperformance,yetyoureconcerned thatyourinterviewermaysecretlybewonderingaboutyourstaminaorabilitytotravel. Well,makesurethatyouhittheseabilitiesveryhard,leavingnodoubtaboutyourcapacity tohandlethemwell. So,too,ifyoureinanydifferentfromwhatpassesfornormal.Makesure,withoutinany wayseemingdefensiveaboutyourselfthatyoumentionstrengths,accomplishments, preferencesandaffiliationsthatstronglycounterbalanceanyunspokenconcernyour interviewermayhave.

Question57Whatwasthetoughestpartof yourlastjob?
TRAPS:Thisisslightlydifferentfromthequestionraisedearlier,Whatsthemostdifficult partofbeinga(jobtitle)becausethisaskswhatyoupersonallyhavefoundmost difficultinyourlastposition.Thisquestionismoredifficulttoredefineintosomething positive.Yourinterviewerwillassumethatwhateveryoufoundtoughestmaygiveyoua probleminyournewposition. BESTANSWER:Statethattherewasnothinginyourpriorpositionthatyoufoundoverly difficult,andletyouranswergoatthat.Ifpressedtoexpandyouranswer,youcould describetheaspectsofthepositionyouenjoyedmorethanothers,makingsurethatyou expressmaximumenjoymentforthosetasksmostimportanttotheopenposition,andyou enjoyedleastthosetasksthatareunimportanttothepositionathand.

Question58Howdoyoudefine successandhowdoyoumeasureuptoyourown

definition?
TRAPS:Seemslikeanobviousenoughquestion.Yetmanyexecutives,unpreparedforit, fumbletheball. BESTANSWER:Giveawellaccepteddefinitionofsuccessthatleadsrightintoyourown stellarcollectionofachievements. Example:ThebestdefinitionIvecomeacrossisthatsuccessistheprogressive realizationofaworthygoal. AstohowIwouldmeasureuptothatdefinition,Iwouldconsidermyselfbothsuccessful andfortunate(Thensummarizeyourcareergoalsandhowyourachievementshave indeedrepresentedaprogressivepathtowardrealizationofyourgoals.)

Question59TheOpinionQuestionWhat doyouthinkaboutAbortionThePresidentThe DeathPenalty(oranyothercontroversialsubject)?

TRAPS:Obviously,theseandotheropinionquestionsshouldneverbeasked. Sometimestheycomeupoveracombinationdinner/interviewwhentheinterviewerhas hadadrinkortwo,isfeelingrelaxed,andisspoutingoffaboutsomethingthatbuggedhim intodaysnews.Ifyougiveyouropinionanditstheoppositeofhis,youwontchangehis opinions,butyoucouldeasilylosethejoboffer. BESTANSWER:Inalloftheseinstances,justrememberthetaleaboutstudentandthe wiseoldrabbi.Thesceneisaseminary,whereanoverlyseriousstudentispressingthe rabbitoanswertheultimatequestionsofsuffering,lifeanddeath.Butnomatterhowhard hepresses,thewiseoldrabbiwillonlyanswereachdifficultquestionwithaquestionofhis own. Inexasperation,theseminarystudentdemands,Why,rabbi,doyoualwaysanswera questionwithanotherquestion?Towhichtherabbiresponds,Andwhynot? Ifyouareeveruncomfortablewithanyquestion,askingaquestioninreturnisthegreatest escapehatcheverinvented.Itthrowstheonusbackontheotherperson,sidetracksthe discussionfromgoingintoanareaofrisktoyou,andgivesyoutimetothinkofyouranswer or,evenbetter,yournextquestion! Inresponsetoanyoftheopinionquestionscitedabove,merelyresponding,Whydoyou ask?willusuallybeenoughtodissipateanypressuretogiveyouropinion.Butifyour intervieweragainpressesyouforanopinion,youcanaskanotherquestion. Oryoucouldassertageneralitythatalmosteveryonewouldagreewith.Forexample,if yourintervieweriscomplainingaboutpoliticiansthensuddenlyturnstoyouandasksif youreaRepublicanorDemocrat,youcouldrespondbysaying,Actually,Imfindingithard tofindanypoliticiansIlikethesedays. (Ofcourse,yourbestquestionofallmaybewhetheryouwanttoworkforsomeone opinionated.)

Question60Ifyouwon$10millionlottery, wouldyoustillwork?
TRAPS:Yourtotallyhonestresponsemightbe,Hell,no,areyouserious?Thatmight beso,butanyanswerwhichshowsyouasfleeingworkifgiventhechancecouldmakeyou seemlazy.Ontheotherhand,ifyouanswer,Oh,IdwanttokeepdoingexactlywhatIam doing,onlydoingitforyourfirm,youcouldeasilyinspireyourinterviewertosilentlymutter tohimself,Yeah,sure.Gimmeabreak. BESTANSWER:Thistypeofquestionisaimedatgettingatyourbedrockattitudeabout workandhowyoufeelaboutwhatyoudo.Yourbestanswerwillfocusonyourpositive feelings. Example:AfterIfloateddownfromcloudnine,IthinkIwouldstillholdmybasicbeliefthat achievementandpurposefulworkareessentialtoahappy,productivelife.Afterall,if moneyaloneboughthappiness,thenallrichpeoplewouldbeallhappy,andthatsnottrue. IlovetheworkIdo,andIthinkIdalwayswanttobeinvolvedinmycareerinsomefashion. Winningthelotterywouldmakeitmorefunbecauseitwouldmeanhavingmoreflexibility, moreoptions...whoknows? Ofcourse,sinceIcantcountonwinning,Idjustassooncreatemyowndestinybysticking withwhatsworkedforme,meaninggoodoldreliablehardworkandadesiretoachieve.I thinkthosequalitieshavebuiltmanymorefortunesthatallthelotteriesputtogether.

Question61Lookingbackonyourlast position,haveyoudoneyourbestwork?
TRAPS:Trickyquestion.Answerabsolutelyanditcanseemlikeyourbestworkis behindyou.Answer,no,mybestworkisaheadofme,anditcanseemasifyoudidnt giveityourall. BESTANSWER:Tocoverbothpossiblepathsthisquestioncantake,youranswer shouldstatethatyoualwaystrytodoyourbest,andthebestofyourcareerisrightnow. Likeanathleteatthetopofhisgame,youarejusthittingyourcareerstridethanksto severalfactors.Then,recapthosefactors,highlightingyourstrongestqualifications.

Question62WhyshouldIhireyoufromthe outsidewhenIcouldpromotesomeonefromwithin?
TRAPS:Thisquestionisntasaggressiveasitsounds.Itrepresentstheinterviewers owndilemmaoverthiscommonproblem.Hesprobablyleaningtowardyoualreadyand forreassurance,wantstohearwhatyouhavetosayonthematter. BESTANSWER:Helphimseethequalificationsthatonlyyoucanoffer. Example:Ingeneral,Ithinkitsagoodpolicytohirefromwithintolookoutsideprobably meansyourenotcompletelycomfortablechoosingsomeonefrominside. Naturally,youwantthisdepartmenttobeasstrongasitpossiblycanbe,soyouwantthe

strongestcandidate.IfeelthatIcanfillthatbillbecause(thenrecapyourstrongest qualificationsthatmatchupwithhisgreatestneeds).

Question63Tellmesomethingnegative youveheardaboutourcompany
TRAPS:Thisisacommonfishingexpeditiontoseewhattheindustrygrapevinemaybe sayingaboutthecompany.Butitsalsoatrapbecauseasanoutsider,youneverwantto bethebearerofunflatteringnewsorgossipaboutthefirm.Itcanonlyhurtyourchances andsidetracktheinterviewerfromgettingsoldonyou. BESTANSWER:Justremembertheruleneverbenegativeandyoullhandlethisone justfine.

Question64Onascaleofonetoten,rateme asaninterviewer.
TRAPS:Giveaperfect10,andyoullseemtooeasytoplease.Giveanythinglessthan aperfect10,andhecouldpressyouastowhereyourebeingcritical,andthatroadleads downhillforyou. BESTANSWER:Onceagain,neverbenegative.Theinterviewerwillonlyresent criticismcomingfromyou.Thisisthetimetoshowyourpositivism. However,dontgiveanumericalrating.Simplypraisewhateverinterviewstylehesbeen using. Ifhesbeentough,sayYouhavebeenthoroughandtoughminded,theveryqualities neededtoconductagoodinterview. Ifhesbeenmethodical,say,Youhavebeenverymethodicalandanalytical,andImsure thatapproachresultsinexcellenthiresforyourfirm. Inotherwords,payhimasincerecomplimentthathecanbelievebecauseitsanchoredin thebehavioryouvejustseen.

Goodluckinyourjobsearch! TheEditors
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