Selling & Buying

Your interviewer has the task of buying. They are in the market to buy the services of someone who can perform the duties required of the role. To buy someone who is skilled, best qualified and, in their judgement, the best fit.

So if they are buying you must be selling. And you win simply by creating a picture of that person in their mind.

 But interestingly… and perhaps most importantly -

                        Do I actually like you?

You must also remember that whether they are recommending the candidate for further interview or making the final decision they are likely to be under some degree of stress - no-one wants to be seen to have made a wrong decision, especially when it comes to recruiting people and research would indicate that it’s not about qualifications, or experience but, in reality, did the candidate appear to be a pleasant person.

The candidates who managed to ingratiate themselves were very likely to be offered the position; they had charmed their way to success by using a number of tactics

Some spoke about topics that interested them and the interviewer and not directly related to the position. Some maintained good eye contact and smiled a lot; others spoke enthusiastically about the company. All this positivity  helped convince the interviewer that they were the person for the job.

Think about it!

They may also be fitting in a number of interviews in the one day. Interviewing in a thorough, professional manner is tiring; it involves a lot of listening, probing, interpreting and mental note-taking. This may mean that they don't always hear or interpret everything you say as clearly as you think it comes across.

Minimise miscommunication by…

• Thinking before you speak. Phrase out what you have to say in short, simple sentences. Remain alert
  
  
• Do not volunteer information.  Just provide the information needed to answer the question
  
  
• Get and keep to the point
  
  
• Stay positive. Never say or imply anything about a past employer that is less than complimentary

Being face-to-face is not something to be afraid of. It is a natural part of the business process. Be prepared. Be confident. Be enthusiastic!