Behavior Questions and Answers --4
Foreword: What a nickname for people using SAS: "semicolon" professoinals!
Question: Why should I hire you?
By now you can see how critical it is to
apply the overall strategy
of uncovering the employer’s
needs before you answer questions. If you know the employer’s greatest needs and desires, this
question will give you a big leg up over other candidates because you will give him better
reasons for hiring you than anyone else is likely to…reasons tied directly to his needs.
Whether your interviewer asks you this question explicitly or not, this is the most important
question of your interview because he must answer this question favorably in is own mind
before you will be hired. So help him out! Walk through each of the position’s requirements as
you understand them, and follow each with a reason why you meet that requirement so well.
"As I understand your needs
, you are
first and foremost
someone who can
manage the sales and marketing of your book publishing
As you’ve said you need
someone with a strong background in trade book sales. This is where I’ve spent almost all of my
career, so I’ve chalked up 18 years of experience exactly in this area. I believe that I know the
right contacts, methods, principles, and successful management techniques as well as any
person can in our industry."
"You also need someone who can expand your book distribution channels. In my prior post, my
innovative promotional ideas doubled, then tripled, the number of outlets selling our books. I’m
confident I can do the same for you."
"You need someone to give a new shot in the arm to your mail order sales, someone who knows
how to sell in space and direct mail media. Here, too, I believe I have exactly the experience you
need. In the last five years, I’ve increased our mail order book sales from $600,000 to
$2,800,000, and now we’re the country’s second leading marketer of scientific and medical
books by mail." Etc., etc., etc.,
Every one of these selling "couplets" (his need matched by your qualifications) is a touchdown
that runs up your score. IT is your best opportunity to outsell your competition.
Question: Aren’t you overqualified for this position?
As with any objection, don’t view this as a sign of imminent defeat. It’s an invitation to teach the
interviewer a new way to think about this situation, seeing advantages instead of drawbacks.
: "I recognize the job market for what it is – a marketplace. Like any marketplace, it’s
subject to the laws of supply and demand. So ‘overqualified’ can be a relative term, depending
on how tight the job market is. And right now, it’s very tight. I understand and accept that."
"I also believe that there could be very positive benefits for both of us in this match."
"Because of my unusually strong experience in _________, I could start to contribute right away, perhaps much faster than someone who’d have to be brought along more slowly."
"There’s also the value of all the training and years of experience that other companies have
invested tens of thousands of dollars to give me. You’d be getting all the value of that without
having to pay an extra dime for it. With someone who has yet to acquire that experience, he’d
have to gain it on your nickel."
"I could also help you in many things they don’t teach at the Harvard Business School. For
example…(how to hire, train, motivate, etc.) When it comes to knowing how to work well with
people and getting the most out of them, there’s just no substitute for what you learn over
many years of front-line experience. You company would gain all this, too."
"From my side, there are strong benefits, as well. Right now, I am unemployed. I want to work,
very much, and the position you have here is exactly what I love to do and am best at. I’ll be
happy doing this work and that’s what matters most to me, a lot more that money or title."
"Most important, I’m looking to make a long term commitment in my career now. I’ve had
enough of job-hunting and want a permanent spot at this point in my career. I also know that if I
perform this job with excellence, other opportunities cannot help but open up for me right here.
In time, I’ll find many other ways to help this company and in so doing, help myself. I really am
looking to make a long-term commitment."
: The main concern behind the "overqualified" question
is that you will leave your new
employer as soon as something better comes your way. Anything you can say to demonstrate
the sincerity of your commitment to the employer and reassure him that you’re looking to stay
for the long-term will help you overcome this objection.
Behavior Questions 1: Tell us about yourself
What are your strengths? long-term objective? Why are you leaving?