3 Keys to Interview Success

by Michael R. Neece, CEO Interview Mastery

"In job search, the interview is everything."

1. Interviewer Questions
Write down and practice your response to typical interview questions.
Typical interviewer questions include;
- “Tell me about yourself.”
- “What are your strengths and weaknesses?”
- “What are your salary requirements?”
- “Why did you leave your last position?”
Be sure you're ready to respond to these and other Frequently Asked Interview Questions (FAiQ). Each question is an opportunity. You need to know how to structure your answers. Having a template (or framework) helps you respond to any FAiQ.
Interview Mastery shows you exactly how to handle FAiQs with fill-in-the-blank templates and structured response strategies.

2. Your Questions
Interviewers are more impressed with your questions than any selling points you try to make. Create questions before each interview that you'll ask. When the interviewer asks if you have any questions just take out your list. Your questions should start with “What” or “How”. The following are examples of questions you can ask. Be as company and industry specific as possible when creating your own questions.
- What are the reasons driving the need for this position?
- What are the three top challenges that I'll face in this job?
- What are the key metrics for measuring success in this position?
- How do the position's responsibilities align with the department's goals?

3. Opening Questions
Ask one “opening“ question at the start of every interview.
Interviewing is like playing darts in the dark. The target is each interviewer's screening criteria. Each dart represents a dimension of your talents. To win this interviewing "dart game" you have to locate the target and decide which three “talent darts” to present. Asking the right questions at the start of the interview is the key. Examples of effective "opening" questions you'll ask include;
- “What are the key skills you feel are required for success in this position?”
- “What parts of my background are you most interested in learning about?”
- “What did you see in my resume that created your interest in my background?”

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5 Interview Tips

by Michael R. Neece, CEO Interview Mastery

1. Hey! What are you looking for?
Interviewing is just like playing darts. The interviewer's screening criteria is the target and each dimension of your talent is represented by a dart. At the start of the interview you must find the target and decide which 3 "experience darts" to present. "What skills do you feel are required to be successful in this position?" is an effective question for you to ask at the start ("opening phase") of the interview. If you don't ask an "opening" question you are shooting your talent darts in the dark.

2. Ask Questions:
It is your responsibility to make sure the interview is an interview and not an interrogation. You do this by asking questions throughout the interview. If you don't ask questions you force the interview to be an interrogation.

3. Specific Examples:
Interviewers ask questions about your past experience to predict your future performance. In response to thier questions provide specific examples of your work and life experience. Focus on the actions you took and the results achieved. Interviewers are less interested in what "the team did" or what you were "responsible for". They want to know what you did. Behavioral Event Interviewing is a strategy used by skilled interviewers where they ask you for specific examples of your experience.

4. How do you like me so far?
At the conclusion of each interview ask the interviewer for their opinion of your background. Ask them what they feel your strengths are and what concerns they have about your ability. Interviewers form opinions based on a 45 minute interview. The potential for misunderstanding is enormous. Ask a couple questions at the end to make sure they understand your experience accurately.

5. Visual Aids:
Bring visual aids whenever applicable to convey the quality of your work. You can even prepare a few PowerPoint slides or one page document to communicate the quality of your work. Visual aids can include anything that you feel conveys what you have done and what you can do.

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6 Interview Mistakes

by Michael R. Neece, CEO Interview Mastery

1. Interrogation versus Interview:
Most candidates expect they will be interrogated. An interrogation is when one person asks all the questions and the other gives the answers. An interview is a business conversation where both people ask and respond to questions. Too many job seekers believe an interview is an interrogation. With this attitude, candidates do not ask questions and hence do not make their best impression. You need to ask questions throughout the interview. If you don't, you force the interview to be an interrogation.

2. Making a Positive out of a Weakness:
Unskilled interviewers frequently ask candidates "What are your weaknesses?" Conventional interview advice recommends you highlight a weakness like "I'm a perfectionist" and turn it into a positive. Interviewers are not fooled. If you are asked this question a highlight skill that you wish to improve upon and (most importantly) describe what you are proactively doing to enhance your skill in this area. Interviewers don't care what your weaknesses are. They want to see how you handle the question and what your answer indicates about you.

3. No Questions:
Every interview concludes with the interviewer asking if you have any questions. The worst thing to say is you have no questions. Having no questions prepared indicates you are not interested and not prepared. Interviewers are more impressed by the questions you ask than the selling points you try to make. Before each interview make a list of 5 questions you will ask.

4. Only Researching the Company, What about You?
Candidates intellectually prepare by researching the company. Most job seekers do not research themselves by taking inventory of their experience, knowledge and skills. Formulating a talent inventory prepares you to immediately respond to any question about your experience. You must be prepared to discuss any part of your background. Creating a your talent inventory refreshes your memory and helps you immediately remember experiences you would otherwise have forgotten during the interview. Interview Mastery gives you a talent inventory template and many other job search downloads.

5. Leaving Cell Phone On:
We may live in a wired, always available society, but a ringing cell phone is not appropriate for an interview. Turn it off before you enter the company.

6. Waiting for a Call:
Time is your enemy after the interview. After you send a thank you email and note to every interviewer, follow-up a couple days later with either a question or additional information. Contact the person who can hire you , not HR (Human Resources). HR is famous for not returning calls. Additional information can be details about your talents, a recent competitor's press release or industry trends. Your intention is to keep their memory of your fresh.

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A Career Changer's Interview Adventure

The following is an actual email received recently from an Interview Mastery customer.

------ Original Message ----------
From: Robin, Career Changer
To: Michael Neece, Interview Mastery
Date: October 2004
Subject: Changing Careers

Dear Michael,

After 14 years in the car business, I decided to make a change in careers. I had very little interviewing skills. I subscribed to your program and I landed the job I wanted.

The interview process was tough. I had a phone interview, a panel interview, and a one on one interview. If it wasn't for your program, I would have never gotten this new career. I also just found out that I was the number one pick for the whole north east. Thank you so much.

Sincerely, Robin

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Changing Careers or Industries

by Michael R. Neece, CEO Interview Mastery

Most people change their career or industry several times during their working life. This is normal and healthy. However, when you're on the cusp of changing you must have a well structured response to the interviewer concern that you don't have previous experience in this new field or industry. The following article gives you an effective response strategy for answering the interviewer's comment, "I'm concerned that you don't have any previous experience in this field (or industry)."

The strategy is to focus on what you do have rather than what you don't have. Here is a powerful response strategy with an example. Use this framework to write down your own specific response so you can handle this difficult situation comfortably.

Interviewer:

“I'm concerned with your lack of experience (or education) in this industry (or this career).

Your Response:

First: Say the following.
“That's a good concern. I'd like to share with you some additional information about that.”

Second: Say the following.
“From my previous experience, industry research and informational interviews, I've learned that to be successful in this career (or this industry) requires the following:

Third: List your qualities (or strengths) that you want to highlight. Interview Mastery gives you a list of strengths in the “What are your strengths?” module and in the download section of Interview Mastery's online subscription under Quick Reference Guides. Below is an example of the qualities you could mention.
“A Passionate attention to detail, persistence & unwavering focus on results, staying current on industry dynamics and professional certifications, as well as the flexibility and intellectual agility to respond to constant change.”

Fourth: You ask a question. “I can give you specific examples where I've demonstrated each of these talents. Which of these qualities would you like me to elaborate upon?”

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What is the Company Culture and How to find the right place for you.

By Michael R. Neece, CEO Interview Mastery

Landing a great job is not just about getting an offer and earning a paycheck. Loving your job is about finding the right company culture for you. It's about working in an environment aligned with your values and beliefs. Working at a company with values inconsistent with yours is stressful and unrewarding. The quality of your work life is also directly correlated to your supervisor's attitudes, values, and beliefs. A person's values significantly affect their behavior and hence how you are treated. No matter how great the position, if you're working in a caustic, understaffed, and unethical culture, you'll feel unfulfilled.

The job interview is your opportunity to assess the work environment and organizational norms. But how can you assess the culture while you're being interviewed?

Organizational culture is composed of the values, behaviors, beliefs, and norms that permeate the group. Culture is expressed through words and behaviors of each employee. Culture is like a recipe where each person is an ingredient. Company or department leadership set the overall tone.

Interviewers say "the candidate fits" or "doesn't fit" to describe a candidate's qualifications. What interviewers are really saying is the candidate fits or doesn't fit the company culture.

To perpetuate corporate culture, companies hire people they feel "fit" and reject qualified candidates whom they believe "don't fit" their culture. During each interview, you have an opportunity to assess how the culture aligns with your values. Rarely will you find an environment totally aligned with your values. You can however, find organizations where the culture and your values can coexist.

Clues to company culture are found in interviewer behavior and their words. Below is a list of organizational cultural indicators.

  • How you are treated?
  • What phrases are frequently used by the interviewers?
  • Is there a theme or unspoken tone to the questions you¡¦re asked?
  • How does the environment feel to you?
  • How prepared are the interviewers? Are they on time?
  • Were you given an interview schedule?
  • Were you treated like a prisoner or a guest?
  • Are your responses to their questions treated with suspicion or professional curiosity?
  • How considerate is the company recruiter?

Questions you can ask about organizational culture are listed below.

  • Please describe the company or department culture in three words or three phrases.
  • How does the company (team) handle conflict or differing opinions?
  • How does the company recognize employee accomplishments?
  • Does the company have a "Code of Ethics?”
  • Please describe the leadership or managerial style at your company?
  • What qualities do the most successful employees in your company possess?
  • What is the company's attitude towards professional and educational advancement?

Job interviews are business events where your talents are evaluated. Interviews are also your opportunity to evaluate how the company's culture compliments your values.

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Emotional Preparation for Interviews

By Michael R. Neece, CEO Interview Mastery

Hiring is an emotional process for both the candidate and the interviewer. The hiring process is shrouded with a veneer of logic “to hire the best qualified person”, but in reality it is grounded with emotion. Your enthusiasm, confidence and energy will determine whether or not you get hired.

Twenty (20) years in the hiring business has taught me one important lesson—the most qualified person never gets hired. This is because personality “fit” and the candidate's personal qualities are extremely important to the interviewers.

Interviewers receive and interpret all the inputs coming from you. One of the many inputs evaluated by every interviewer is your emotional state. When you are feeling great you project a positive image of yourself and are more “likable” and “hire-able.”

Here are several suggestions to help you get emotionally prepared to be your best.

Motion creates Emotion
Get moving! Go for a walk, run, exercise, cycle, meditate, do Yoga or Tai Chi, stretch, dance, do something! Exercise gets your blood flowing to your brain and can improve your mood almost instantly.

Listening to Music
Sing your favorite song that gets you in a great state of mind. This works great while driving to the interview. You arrive is a fabulous mood.

Inspirational Phases
Repeat an inspirational phrase that is meaningful for you. Write it down, read it and say it out loud.

Use Your Imagination
Imagine yourself doing your favorite activity. Imagine every detail vividly and you will be amazed at how your body will feel. Our nervous system responds to our imagination as if the images in our mind are real.

Remember
Remember a time when you were absolutely at your best. Pick the mood; remember what you were doing in detail and viola, your body returns to that state of being. Remember a time when you felt absolutely at your best, or imagine how it will feel when your current job search is complete and you have landed this fabulous position making more money than you have ever made before.

Researching the company is only part of preparing. The most important part of interview preparation is getting yourself ready emotionally. Get ready to be hired, and you will be hired.

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Getting Feedback You Can Use Immediately

By Michael R. Neece, CEO Interview Mastery

The closing phase of the interview takes up the last 5 minutes and it's where you gather feedback to understand what perceptions the interviewer has of you. You ask two closing questions at the end of every interview.

The first question:
"What strengths do you feel I bring to this position?"

Using the word "feel" in the question makes it an opinion asking question and that is exactly what you want, their opinion of your strengths. You have just invested 45 minutes with this interviewer ( a stranger) and it is unreasonable to believe they have an accurate assessment of your background. When they are done responding to your first question, you can agree with them and add any additional strengths you wish to emphasize.

The second question and the most important question:
"What concerns do you have about my background?"

This question uncovers hidden concerns. It is the undisclosed concerns that can derail your candidacy. If you know about a concern you can address it while you are there face-to-face. As soon as you conclude that interview, their opinion of you is cast in stone and any seeds of concern will grow into weeds. Concerns grow over time but positive impressions remain the same. It's imperative that you uncover any concerns before you leave the interview.

When the interviewer expresses a concern do not jump all over it and try to make it go away. Listen carefully. After they tell you about one concern ask if they have any other concerns. They are telling you what their opinion is of you and areas where they need more information.

If you only ask one closing question, make sure to ask question number two; "What concerns do you have about my background?"

The closing is your chance to gather essential feedback and accelerate the process forward. You have invested time, money and energy to travel to and interview with this company. It is their professional obligation to give you feedback, but you have to ask for it.

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Handling Illegal Interview Questions

By Michael R. Neece CEO, Interview Mastery

Interviewers who ask illegal questions should not be interviewing because they are increasing the legal risk to their company. Even though they're asking an illegal question, it's not effective for you to say, “That's an illegal question." Responding professionally is more effective than telling the interviewer they're breaking the law. There are federal, state, and even local laws governing job interviews. United States employment laws make it unlawful to discriminate based on race, color, religion, sex, national origin, age (40+), sexual preference, health or disability. Questions that don't focus on job qualifications are probably illegal.

This article will help you respond to illegal interview questions. This article is does not constitute legal advise. For current information on employment law go to U.S. Equal Employment Opportunity Commission (EEOC) web site. www.eeoc.gov.

Every question provides you with an opportunity to present information about your abilities. Even illegal questions are an opportunity. Your response strategy for handling illegal questions is:

  • First, do not directly answer the illegal question. Remain calm and be positive.
  • Second, deal with the concern behind the question. If you're not sure what the real concern is, ask the interviewer to elaborate why this information is important to them. Or you might ask “What are the realities of this position that prompt you to ask me that question?" Or “How is that important to the position?”
  • Third, express your commitment to your career and to perform the position at the highest levels.

The following example demonstrates how you can use this response strategy to handle most of illegal interview questions.

The interviewer asks: “How does your family feel about the demands of this job and your career?”

Your Response:” I'm fully committed to performing my job at the highest level and delivering the results required. My career is very important to me and I have a strong support system. Could you rephrase or elaborate on your question. I want to make sure I address your concern."

In this example, I did not show any negative emotions and did not say that the question was illegal. I responded to what I believed was the real concern behind the question and then asked the interviewer to rephrase their question to ensure I understood and addressed their concern.

The response strategy outlined here will help you deal with most of the illegal questions you'll encounter during an interview.

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How Not to Sell Yourself During a Job Interview

By Michael Neece, CEO Interview Mastery

Interviews are not Selling Events
Common interviewing advice recommends you sell yourself during a job interview. Interviews are often called selling events, but this is not true. Job interviews are just like playing darts blindfolded.

Playing Darts Blindfolded
Interviews are exactly like playing darts. The target is the mental criteria each interviewer is
measuring you against. Each dart represents a dimension of your many talents. You have many “darts of talent” you could throw at the target, but you can only throw three of them. To win this interviewing dart game you have to locate the target and decide which three “talent darts” you will throw. Remember also that each interviewer has a different target that you must locate.

You have one additional challenge. You're blindfolded and cannot see the target. To win the job interview dart game you must ask questions to illuminate the target. Asking the right questions will help you locate the target and tell you which three “talent-darts” to present to your interviewer.

Find the Target & Select Your Darts
An effective opening question will provide you with the critical information you need to locate each interviewer's target.

- “What are the key skills you feel are required for success in this position?”
- “What parts of my background are you most interested in learning about?”
- “What did you see in my resume that created your interest in my background?”

Asking one of these “opening questions” at the start of each interview will help you locate the interviewer's target or mental criteria they are using to evaluate you. I've asked an opening question every time I've been interviewed. Each time the interviewer answered clearly and I immediately knew how to handle that particular interview.

An opening question also tells you which three “talent-darts” this interviewer is most interested in. Hence, with one opening question, you have found the target and know which of your talent-darts to use with this interviewer.

Did you Hit the Target?
Remember, in this game you are blindfolded. You'll need to check if you hit the target. After you present each talent-dart, check to see if you hit the target by asking a follow-up question. The intention of your follow-up question is to make sure your answer was understood accurately.

- “Did I give you enough detail?”
- “Does that make sense?”
- “Was I clear on that?”

These are a few examples of follow-up questions that will solicit interviewer feedback on the effectiveness of your answers. Asking follow-up questions will also influence the course of the interview and help you perform at your best when it matters most in your job search.

Job interviewers are just like playing darts blindfolded. If you do not ask questions you'll be in the dark, miss the target and loose the game. Ask opening and follow-up questions to win this dart game and secure the job offer. You'll find many additional interviewing tips at www.interviewmastery.com.

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If You’re Not Ready When They Call, It’s Too Late

By Michael R. Neece, CEO

It's 3:15pm on Tuesday and your phone rings. It's the interview call you've been waiting to get for weeks. The company asks you to interview tomorrow afternoon. Your anxiety rises as you realize you're not ready and don't have enough time to get ready. If you're not prepared to interview when they call, it's too late to get ready to be hired.

Most job seekers wait until they have an interview to prepare. If you're not ready when they call all you can do is read their web site, get a good night sleep and "wing-it".

Job seeker spends 30 job-search hours to get each interview and only 1 hour preparing for each interview. Most job seekers spend more time and money on their resume than their interviews. Your resume can not get you a job. Only a great interview will get you hired.

Assuming you've got good interview skills because, you're good at your job, you're a good communicator, or you're qualified will not help you get hired. All these assumptions are false. The skills to do a job are different from the skills required to get a job.

So what can you do to get ready before the company calls you for the interview?

Get Questioned and Interviewed
List the questions you expect and the questions you fear. Write your responses. Practice responding out loud. Have a friend practice interview you using the questions. Keep each response to 60-90 seconds. Ask a question after each response.

Get Your Talent Inventoried
Create a list of your talents and skills called your “Talent Inventory”. Your skills come from work, volunteering, hobbies, school and life. Formulating your talent inventory prepares you for any question about your skills. Interview Mastery gives you downloads and templates to create your talent inventory.

Get Phoned
How will you handle the unexpected phone interview? Ask the caller to schedule a time later when you can talk privately. Schedule the call like a face-to-face interview and you call them. Ask how much time they'd like to speak and what they want to learn about you during the call.

Get Your Questions
Make a list of 5+ business focused questions you will ask interviewers. Bring this list to the interview along with a note pad.

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Laid Off— Describing the Reasons You’re Looking

By Michael R. Neece, CEO Interview Mastery

Bart was an average employee at his company before being released suddenly without cause. His company was merged with a competitor and Bart found himself with a new manager. Even though he had a good record and positive performance reviews, he quickly found himself laid-off from the company.

The following article provides key strategies for responding to one of the most frequently asked interviewer questions "Why did you leave (or seeking to leave) your company?"

Be Succinct
Describe the reason for your departure directly and succinctly. Do not go into great details unless they ask you for the details. The longer you speak on the subject the more suspicious the interviewer will become. For example: When first asked why he left his former company Bart could succinctly state "My company merged with another firm and the new management wanted to bring in their own team. Prior to the merger I was a strong performer with positive performance reviews."

Provide References and Proof
Bart could then say he is happy to provide references from a former colleague and boss to verify his performance. Demonstrating a confidence and willingness to provide references to support your reasons for leaving is a powerful way to ensure you are believed.

Tell the Truth in Balance
If you are questioned further about the details, stay with the facts of what happened, what you did, how you felt and what you learned. Interviewers want to know that you were not the problem and to understand how you handled yourself. Don't just state the circumstances of your departure; also add any facts that positively reflect on your performance.

What Did You Learn
This is also an opportunity to describe what you learned and how you will handle things differently in the future. Describing what you learned demonstrates that you are a life-long learner and you look on the positive side of most scenarios.

Speak Positively
State the facts in a positive manner. Any negativity you express will only reflect negatively on you. If you're angry about the situation, you'll need to process that anger in another manner before you interview. Throwing light bulbs at the basement wall or hitting a punching bag might work. The interview is the last place to express anger about anything.

Tell the Truth
Do not speculate on the motives or feeling of the other people involved in the events of your departure. Focus only on the facts of what happened and what you did.

Look them in the Eye
Most of us instinctively sense deception. Look the interviewer in the eyes when responding. This will convey your confidence, communicate that this is the truth and that you have nothing to hide.

Practice and Conquer Your Fear
Write out your response and practice saying it. First, practice responding out loud to yourself and then practice saying it to another person. Ask a friend to practice interview you. Ask them to ask you this question ("Why did you leave your last company?”) and a couple other questions you fear most. Practice until you are comfortable with the words you say and how you deliver them.

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You're Over-Qualified

By Michael R. Neece, CEO Interview Mastery

Interviewers say you're over-qualified when they're concerned that you'll be bored in the position and leave as soon as you find a better job. If the interviewer perceives that the position will under utilize your talents, they express this concern by saying you're over-qualified.

Your response strategy for this situation is:

  • First, say you agree with them that you bring a great deal of talents to this position and you feel very qualified.
  • Second, express your interest in this opportunity.
  • Third, explain why this is the right position for you at this time.
  • Fourth, you ask a question.

Here's an example of how this response strategy sounds:

“I agree with you that there are many strengths I bring to this position. I'm certainly very qualified. My specific strengths include .. (you insert 2-3 strengths).

I understand the responsibilities of this role and I'm very interested. I feel that this is the right position for me at this time because...(you briefly describe your reasons, like the ones listed below).

...it leverages many of my current talents, allows me to translate my skills into a related industry and, provides an opportunity to work with other talented professionals.”

“Does this make sense?” ... “Have you made moves like this in your career?”

Asking a question at the end promotes a conversation and gives you immediate feedback on how your response was interpreted. Remember to stay positive, agree that you are highly qualified, interested in this position and, succinctly explain why this is the right position for you at this time.

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Questions You Ask During the Interview

by Michael R. Neece CEO, Interview Mastery

Interviewers are more impressed with your questions than any selling points you try to make. Create questions before each interview that you will ask. When the interviewer asks if you have any questions just take out your list.

Write your questions by starting with “What” or “How”. Limit your use of “Why” questions because these types of questions cause the interviewer to defend or justify a decision or condition. Also make certain you do not inquire about “What you get.” For example, questions like “How much vacation time do new employees get?” or “How much sick time off do I get?” These questions send the message that you are most interested in what you can get rather than what you can do for the company.

The following are examples of questions you can ask. These examples are presented to encourage you to write your own questions. Be as company and industry specific as possible when creating your own questions. You'll notice that each sample question is directed at business conditions and challenges.

  • What are the key business reasons driving the need for this position?
  • Describe the three top challenges that I'll face in this job?
  • What has to happen for you to know you've hired the best person?
  • What are the key deliverables and outcomes that this position must achieve?
  • Describe the top three initiatives for your company/department and how this position is linked to these initiatives.
  • What are the key metrics for measuring success in this position?
  • What competitors do you feel present the strongest competition?
  • How do you feel my style will compliment the team culture?
  • How would you describe the qualities of the most successful people at your company?Prepare your own questions in advance, bring them to the interview and impress your interviewer with the questions you ask.

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What’s your current (most recent) salary?

By Michael R. Neece, CEO Interview Mastery

When asked for your current or most recent salary, companies are trying to screen you out. This is a high risk moment in your interview process. As I've written in previous articles, your general response strategy to the salary question is to delay salary discussions until the end of the hiring process.

If your current (most recent) salary is close to or higher than the salary range offered, you risk being eliminated because the interviewer assumes you won't accept a lower salary. Don't allow the interviewer's assumption to derail your interview and chance for a great job.

Delay salary discussions until you have negotiating leverage. You have leverage only when the company has decided they want to hire you and make you an offer. In a previous article, we discussed a general response strategy to "What are your salary requirements?". When you're asked “What's your current (most recent) salary?” the question is more direct and requires a specific response strategy.

Response Strategy for “What's Your Current Salary”

  1. Say, “I am (was) paid well and in line with job market conditions.”
  2. Communicate that you'd be happy to discuss your specific salary later in the hiring process
  3. State that you can also provide salary verification documentation
  4. Say you're interested in the opportunity and you'd like them to make the best offer they're comfortable with.

Putting it all together can sound like this:

Interviewer: "What is your current (most recent) salary?"

You: “Regarding my most recent salary, I was compensated very well and in line with job market conditions. I'd welcome the chance to discuss my compensation specifically, later in the process when we've decided I'm the right person for this opportunity. I'd also welcome the chance to provide salary verification. When we've decided l'm the right person for the job, I'm confident you'll make me an offer we'll both be happy with.

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Does Your Resume Sparkle?

By Michael R. Neece, CEO Interview Mastery

Part 1

This is the first in a series of articles highlighting the keys to writing a sparkling resume. Each article presents one or more keys to creating a professional and effective resume that generates interviews.

Does it sparkle or sleep in a pile of other resumes?
Does it accurately communicate the values you've delivered and the talents you possess?
Resumes are marketing documents with the sole purpose of generating interest in you that results in job interviews.

Accomplishments and Skills
Professional resumes highlight accomplishments you've achieved and the skills you possess. Highlight several key accomplishments for each position. Each position on your resume should include the company, a descriptive title of your responsibilities and dates worked (start and end dates). Below the position title, summarize your responsibilities in the first several sentences. Then list several specific accomplishments you achieved.

Action Words
Resume sentences with the most impact begin with action verbs. Action verbs are words that communicate action and normally end in “ed”. Even though such words are the past tense of verbs, research shows that using such language conveys action. A few examples of action words are listed below.

- achieved, acquired, adapted, addressed, administered, analyzed, assisted, audited
- calculated, centralized, changed, collaborated, conducted, constructed
- demonstrated, designed, developed, devised, discovered

Objectives
Your profesional objective should be short and to the point. Describe what type of positions and industries you are interested in. If you do not include an objective resume readers will assume you are seeking a position similar to your most recent position. Objectives are also important when you are seeking to change careers or industries.

Part 2

This is the second in a series of articles highlighting principles for writing a sparkling resume. Each article presents one or more keys to creating a professional and effective resume that generates interviews.

How Resumes are Read
Resumes are rarely read. Resumes are first scanned, usually by HR (Human Resources), in about 10 seconds per resume. HR scans hundreds of resumes daily and does not have the time to read resumes in detail. You're competing for the reader's. If a quick scan captures the reader's interest they read it in detail.

Resume reviewers first scan your resume looking at the positions you've held and the companies you've worked for, scanning from company/position to company/position. This is why it is important to use descriptive titles for the positions you've held.

Descriptive Position Titles
When your assigned position title does not accurately communicate your duties, substitute a more descriptive and accurate title. Using descriptive titles helps communicate your experience and responsibilities rapidly. Make sure to use descriptive titles that accurately reflect your responsibilities.

Keywords
Reviewers also look for keywords related to specific position they're screening your resume against. You can influence how the reader scans by selectively bolding or underlining words you want to highlight. Highlighting keywords in this manner helps focus the reader's eye. Highlight only those parts of your background that most correlate to the position you are seeking.

Your Resume has Two Audiences
After your resume is scanned by (HR), it goes to the hiring manager. Hiring managers invest more time scanning and reading each resume. Hiring mangers are looking for compelling reasons why they should interview you. They're also looking for reasons not to interview you. Hence, be sure to highlight accomplishments you've achieved so the reader can visualize the results you can achieve for them.

Chronological versus Functional
Most resume readers prefer reverse chronological resumes. This format presents your most recent experience first. When you have several positions on your resume, it is effective to add a “Summary” heading on the resume. The "Summary" provides a professional summary of your experience and pulls together the talents you've developed over several positions. When using a chronological resume format, important experience may not appear until the end of your resume where it will be missed by most resume readers.

Functional resumes that present your skills, knowledge and talents are more common for management and above positions. Even with functional resumes, it is important to list positions held in reverse chronological order.

Accuracy
Interviewers will review your resume with you at the interview so be prepared to elaborate on the experience you highlight. Many articles have postulated that 80% of resumes contain some inaccuracies. Interviewers use resume accuracy to measure truthfulness. Craft resume wording as positively as possible while remaining truthful.

Resume Length
One page resumes are appropriate for individuals with 3 years experience or less. The one page resume rule is very out-dated and not appropriate for most professionals. 2 to 3 page resumes are very common and appropriate for individuals with 3 or more years of experience. The size of margins (top, bottom, left and right) will significantly affect resume length. Font type and size also great effect resume length. Use font sizes of at least 10 point. This is the minimum that most people can comfortably read. 11 point font is best for most resumes.

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2nd Interviews with Some, 1st Interviews with Others

by Michael R. Neece, CEO, Interview Mastery.

First and second interviews can be quite different. Interviewers meeting you for the 2nd time have different expectations and they're more comfortable with you. They expect that you'll be more informed about their company and express targeted enthusiasm for the position.
The questions you ask 2nd time interviewers are focused on the company, industry trends, market drivers, key position deliverables, and competition.

During your 2nd visit, you'll meet new interviewers for the first time. These interviewers are really 1st time interviewers and they'll conduct the interview like a 1st time meeting. The difference is they've heard good things about you and expect you're a strong candidate. But they'll still have to be convinced. With 1st time interviewers, conduct yourself like it's your 1st interview because this is your 1st interview with these evaluators.

Your Questions for 1st and 2nd Interviews
During the 1st interview, interviewer questioning focused on the position and your qualifications. You ask questions about the key position requirements and present your experience.

Questions you ask during 1st interviews include:
- What are the key business reasons driving the need for this position?
- Describe the three top challenges that I'll face in this job?
- What has to happen for you to know you've hired the best person?
- What are the key deliverables that this position must achieve?
- What are the key metrics used to measure success?

Questions you ask during 2nd interviews include:
- Please describe three company initiatives and how the position is linked.
- What competitors do you feel present the strongest competition?
- What market dynamics do you feel will have the greatest impact?

As with all interviews, make sure you ask the two closing questions at the end of each meeting.
- What do you feel are my strengths for this position?
- What concerns do you have about my background?

Changing the Game
2nd interviews include meeting higher level people in the company. Higher level interviewers are more likely to be unskilled but they're more comfortable interviewing and asking unorthodox questions. Interviewer skill is not correlated to years of experience or level in the company.

As you progress through the hiring process you'll encounter different types of interviews. You may be asked to deliver a presentation. Panel interviews (multiple interviewers simultaneously), problem solving/simulation interviews, personality tests, mealtime interviews are also common on 2nd interviews.

Show Me the Money
Finally, on 2nd and 3rd interviews you'll be questioned about your salary expectations and possible start date.

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A Student's Interviewing Adventure

The following is an actual email received from an Interview Mastery customer.

------ Original Message ----------
Subject: My greatest gratitude to you and your interviewing mastery techniques...
Date: September, 2004
From Travis - Media Arts student, Tulane University
To: Michael Neece - CEO, Interview Mastery

Dear Mr. Neece:

I just wanted to extend my deepest gratitude on your hard work on helping job seekers prepare for the perfect interview. After spending time reviewing your techniques, I am glad to announce that I landed the job I was going for today. I was able to master the interviewing process and land the job I was seeking.

The exact questions I was prepped for on this site were asked in the interview. Also, everything from posture, dress code, etc., allowed me to land this job.

I cannot stress how much of a help this was to me. I really impressed the interviewers by preparing like you instructed. From reviewing their code of ethics, mission statement, and philosophy, I did my "homework" which allowed me to learn about the company prior to the interviews.

Thank you so much. I could not have done it without you.

Sincerely,
Travis, Student, Tulane University

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"Tell me about yourself"

by: Michael R. Neece, CEO Interview Mastery

"Tell me about yourself" is the most common interview question and the first question interviewers ask. Plan and practice your response so you can use this question to your advantage. Knowing how to respond will help you influence the interview's direction in your favor.

Here is a three step response strategy:

  • First, provide a brief overview of your most relevant experience. The interviewer is not interested in a history lesson, but they are interested in your most recent experience that is relevant. The overview of your experience should be presented in reverse chronological order.
  • Second, highlight a few of your experience, education and personal qualities like "results- focused", "persistence" and "detail oriented". This is one of the only times during the interview when you can highlight some of your personal qualities, so take advantage of it.
  • Third, ask a question to uncover this interviewer's hidden job requirements. This is called the "Target Question" and it is described in detail in Interview Mastery's module titled "Opening."

Keep your response brief, between 60 and 90 seconds. Speaking longer will lose the interviewer's attention. If at any point, you feel you have been speaking too long, stop and ask the interviewer a question. For example, you might ask "Am I giving you enough or too much detail at this point?" Asking a question will solicit a response from the interviewer, re-engage their attention, and help promote a two way conversation.

Below is a sample fill-in-the-blank template to help you prepare your response. Please note that this is just a guide to get you started. Also notice that I concluded the response with a question.

"I'm a (insert a descriptive position title) with expertise and skills in __________, __________ and, __________. My experience includes __________ (insert knowledge or skill) and __________. My industry experience encompasses the __________ (industry) and, __________ industries. My background also includes roles as ___________ (position title), ___________ (position title) and, ___________ (position title). My education/certifications include __________ (degree or certification) and __________ (degree or certification). Colleagues describe me as __________ (insert personal quality i.e. results focused or detailed oriented), __________ and, __________. (Interview Mastery provides a list of 20+ strengths for you to select from). Highlights of my professional accomplishments related to this opportunity are _________________________ (describe the results you delivered) when I was the ___________ (position title) at ___________ (company)
and _________________________ when I was the ___________ (position title) at ___________ (company)".

"What parts of my background would you like to discuss first? Or “In your opinion, what are the key skills required to be successful in this position?”

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What Are Your Weaknesses?

By: Michael R. Neece, CEO Interview Mastery

Conventional advice recommends you respond to this question by stating a weakness that is really a positive or translating a weakness into a positive like “I'm a workaholic and I spend lots of hours at work ensuring I do my job to the best of my abilities.” Interviewers see right through this technique and it's rarely effective.

When interviewers ask this question they really don't care what your weaknesses are. They care about how you handle this question and what your response indicates about you.

  • The response strategy to this question is:
  • First, highlight your strengths for this position
  • Second, highlight an area that you are working to improve upon
  • Third, describe what you are doing to improve
  • Fourth, describe how this new skill improves your value to the company
  • Finally, ask a question.

To prepare your response, identify a new skill you have just learned or a skill you are learning now or a skill you are planning to develop. Whatever improvement area you highlight, relate it to the position or your profession.

Here is a fill-in-the-blank template.
“While there are several strengths I bring to this position, including _____________ (and then you insert a couple of strengths), I am currently working to improve my knowledge of _____________ (blank). I feel this is important because it allows me to deliver added results in the areas of ____________ (and here you just insert a couple of areas).

Here's how this example might sound if you were seeking a position in sales or customer service and you are taking a course in finance & accounting.

“While there are several strengths I bring to this position, including being a top performer in my previous position and strong industry knowledge, I am currently working to improve my knowledge in the areas of business finance. I feel this is important because it allows me to directly relate products and services to customer's return-on-investment and to recommend department cost saving initiatives.
Would you like me to elaborate on either of these?”

Did you notice I asked a question right at the end? Asking a question will make the interview more conversational and avoid it becoming an interrogation. The response strategy described here is just one of hundreds of techniques provided in Interview Mastery.

Interview Mastery is the first and best selling job interview software in the world. Thousands of job seekers in 45 countries have already reported getting offers because of the strategies in this program.

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Why did you leave your last position?

By: Michael R. Neece, CEO Interview Mastery

Describing why you left (or seeking to leave) your last position causes anxiety when you're not prepared to handle this question. The following guidelines provide details on how to navigate this interview question.

Be Succinct
Describe the reason for your departure directly and succinctly. Do not go into great detail unless they ask. The longer you speak on the subject the more suspicious the interviewer becomes. For example: When you're asked why you left you could state: "My company merged with another firm and the new management wanted to bring in their own team. Prior to the merger I was recognized as a top performer at the company."

Provide Evidence
You could then say you're happy to provide references from the former company to verify your top performance. Demonstrating a confidence to provide references is a powerful way to ensure you are believed.

Tell the Truth
Stay with the facts of what happened, what you did, how you felt and what you learned. Interviewers want to beleive you were not the problem and understand how you handled yourself.

What Did You Learn
This is an opportunity to describe what you learned and how you will handle things differently in the future. Describing what you learned positively demonstrates that you are a life-long learner and you look on the positive side of most scenarios.

Be Positive
State the facts in a positive manner. Any negativity you express will only reflect negatively on you. If you're angry about the situation, you'll need to process that anger in another manner before you interview. The interview is the last place to express anger about anything.

Make No Assumptions
Do not speculate on the motives or feeling of the other people involved in the events of your departure. Focus only on the facts of what happened and what you did.

Eye Contact
Look the interviewer in the eyes when responding. This will convey your confidence, communicate that this is the truth and that you have nothing to hide.

Conquer Your Fear
Write out your response and practice saying it. First, practice responding out loud to yourself, and then practice saying it to another person. Ask a friend to practice interview you. Practice until you are comfortable with the words you say and how you deliver them.

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You Talk Too Much

By: Michael R. Neece, CEO, Interview Mastery

The following article describes how to maximize your interview effectiveness by engaging the interviewer throughout the interview. Interviewer attention declines over time. The following describes how to keep the interviewer fully engaged.

When you start speaking the interviewer is listening with 100% intensity. After 10 seconds they begin listening with less attention. After 60 seconds their mind begins to wander and they're listening at a 50% level. After you've been speaking for 90 seconds without interruption, the interviewer is barely listening at all.

Also an interviewer's attention level is very difficult to accurately assess because most people are skilled at nodding their head and saying “hmmm” while looking at you, in an effort to disguise their wandering mind.

The longer you speak without interruption the less attention the listener is giving you. Hence, when you deliver a long answer that builds to an important conclusion, often the interviewer is no longer listening. This is particularly important when you respond to the question “Tell me about yourself.” Near the end of your long response the interviewer starts to formulate their next question unless you keep them engaged.

Skilled interviewers ask “behavioral event questions” where you're asked to describe specific examples of your experience. In these situations your response can easily last much longer than 90 seconds. Maintain the interviewer's attention by asking the interviewer a question like, “Is this the level of detail you're looking for?” or “Is this the type of example you're looking for?” Stop and ask a question whenever you feel you've been speaking for more than 90 seconds continuously.

By asking a question you promote two-way communications and minimize the risk of talking too much.

Your goals are to ensure you are understood accurately and address their concerns. Engaging the interviewer in two way communications by asking questions helps you ensure they are listening while you deliver a detailed response.

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