Job Interviews: Making a Strategic Exit

Buy this book »

You sense it's almost time to go. The interview seems to be winding down. In most instances, a job offer doesn't come at this point.

How can you be sure the interview is almost over? Watch for these nonverbal clues: The interviewer may begin shuffling papers, glancing at a wall clock or watch, and, perhaps, standing up. Then you hear words that confirm your hunch:

• Thanks for coming in. We'll be interviewing more candidates through the next week or so. After that, I'll probably get back to you about a second interview.
• Thanks for talking with me. I think your qualifications make you a definite candidate for this position. Once I'm done with all the initial interviews, I'll get back to you.
• All your input has been really helpful. Now that I know everything I need to know about you, do you have any questions about the company or the position?

Making a Strategic Exit

Don't go away from a job interview empty-handed. Rather than quietly fading into history, remember what you found out in this book:

• Never leave a job interview with a zipped lip. Immerse your departure in verbal persuaders and interactive selling. The latter is a term that sales professionals use to mean a great deal of back and forth, give and take, and questions and answers.
• Never leave a job interview without reprising your qualifications and the benefits you bring to the job. You're a great match, a wonderful fit!
• Never leave a job interview without knowing what happens next.
• Never leave a job interview without propping open the door for your follow-up.

Your parting sales pitch

Haven't you sold yourself enough during this ShowStopper interview? Yes and no. People — including interviewers — often forget what they hear. Start your close with another chorus of your five best skills. Then ask

Do you see any gaps between my qualifications and the requirements for the job?

Based on what we've discussed today, do you have any concerns about my ability to do well in this job? Any reservations about hiring me?

You're looking for gaps and hidden objections so that you can make them seem insignificant. But if the gaps aren't wide and the objections not lethal to your candidacy, attempt to overcome stated shortcomings. You can make this attempt based on what you found out in your earlier research. Here's an effective formula you can use to engage the interviewer:

1. Sell your qualifications (benefits — chiefly skills).
2. Ask for objections.
3. Listen carefully.
4. Overcome objections.
5. Restate your qualifications (using different words).

After you restate your benefits, you may find the time is ripe to reaffirm your interest in the job. Here's one way:

I hope I've answered your concerns on the X issue. Do you have further questions or issues about my background, qualifications, or anything else at this point? This job and I sound like a terrific match.

If it seems appropriate, try to lead subtly toward an offer.

I hope you agree that this position has my name on it. As I understand, your position requires X, and I can deliver X; your position requires Y, and I can deliver Y; your position requires Z, and I can deliver Z.

So there seems to be a good match here! Don't you think so?

I'm really glad I had the chance to talk with you. I know that with what I learned at Violet Tech when I established its Internet Web site, I could set up an excellent Web site for you, too.

Leaving the door open

How can you tape the door open for a follow-up? You seek the interviewer's permission to call back; with permission, you won't seem intrusive. Use these statements as models to gain the permission: