Closing
the Deal: Interview
Q & A
Getting
to the Next Step in the Process. How to increase the chances
you'll be going on to the next round.
The best
job-hunters understand the power of marketing in the job-search,
and comparing the job interview to sales call is vital to
achieving greater success -- in obtaining the job offers you
seek. But the burden is not all on the job-seeker, because
the employer also sees the job interview as a sales call --
and just as much as you are selling yourself as the product
to be purchased by the employer, the hiring manager is also
selling the employer’s value to you.
And anyone who knows even just a little about sales knows
that the key to success is in overcoming objections and then
closing the sale. This chapter shows you how you can do the
same in the job interview -- and how using this technique
will take you one step closer to the job offer.
First, if you are excited about the job and feel you had a
strong visit, you should ask for the job offer. As we say
in sales, try to close the deal. If you're offered the job,
ask about getting a formal, written offer, and ask about when
the company needs your decision.
Second, if job offer talk is still too preliminary, then make
sure you ask about the next step in the process - and the
company's timetable for filling the position.
Overcoming Objections
In sales, it’s a proven theory that if you can overcome
all your prospect’s objections, s/he will have no choice
but to agree to your offer. And while you are not doing the
exact same thing for the same reasons, the logic holds that
if you can overcome all the objections of the hiring manager,
then you’ll be more likely to move on to the next step
in the process.
Overcoming objectives can be done in a number of different
ways, but the keys are to acknowledge the interviewer’s
objection, understand the true cause of the objection, and
respond with enough information to defuse the objection. It’s
best to anticipate these potential objections before the job
interview so that you’ll be able to practice your responses.
What do you do if no objections are raised? It might not mean
that there are none, so it’s best to probe to uncover
any -- again, because it’s much better to get them out
in the open and address them than to let them sit, clouding
your future. As the interview winds down, if no objections
have been raised, you should consider asking a question such
as, “Do you see any concerns that stand in the way of
my succeeding in this position?”
At The
Interview Final
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