Face to Face Interview Guide
       Whether you're looking for your first job or your fifth, you're after        an entry level sales position or top management spot, there are some        universal rules to successful interviewing. An interview is not a two way        street! It is your job to sell yourself with a positive attitude and        enthusiasm. Regardless of your initial impression of the job opportunity,        your main objective is to obtain a JOB OFFER by outshining the        competition. It is impossible to properly evaluate a position before a        bona fide offer has been extended. Preparation for an interview should be        a serious matter. Interviewers are looking at you not only as a candidate        but as a performer in their organization. 
       Pre-Interview 
       - Go to the library or use the Web and research the company. Find          things to discuss during the interview. This impresses the interviewer.         
- Know the five year growth of the company and future direction. 
- Know the company's financial position, i.e. net worth, stock price          etc. 
- Know the competitors. 
- Know the product line. 
- You should call on at least three possible customers to get their          opinion of the company and the product. Let the interviewer know this.          Tell the interviewer with whom and where you investigated their company.         
Attire 
       - Employers reject improperly dressed candidates. Accept the fact that          many employers have an unwritten dress code and like to hire properly          dressed candidates. Forget your own personal preference. You should          dress according to the impression you want to create, i.e., successful,          conservative, and business-like. 
- Men--Conservative blue or gray suit, white starched shirt,          conservative tie with contrasting colors, shined shoes dark socks over          calf, avoid aftershave. 
- Women--Skirted suit or tailored dress, dress feminine not sexy,          avoid excessive make-up and perfumes. 
- Hairstyles for both men and women should be modest. 
- Men, Facial hair, if any, should be modest and neatly trimmed. 
- Your attire/appearance WON'T get the job, but it CAN certainly rob          you of it.         - No sports jacket for men. 
- No pantsuits for women. 
- Dress for your boss's job. 
- You can't be TOO conservative. 
 
Timing 
       - Get exact directions to the interview site at least one day ahead of          time. 
- Be 15 minutes early. 
- Be courteous to the staff…especially the secretary. An employer is          always influenced by opinions of other employees. 
Resume 
       Take a resume with you even if the interviewer has one. 
       - Do not fold it! 
- Offer the resume to the person in a new file folder. 
- References 
- Take your "that a boy" letters and offer them at the appropriate          time. 
- When requested, provide a typed list of names, addresses, phone          numbers, and letters of personal and professional references. 
Introduction 
       - Example: "Good morning, Larry. I am…" 
- Shake hands firmly and look the person in the interviewer eyes.          Maintain good eye contact during the interview. 
- Maintain high energy level. 
- Sit up. 
- Back straight. 
- No coffee, (to spill). 
- No smoking. 
Note: It is to your advantage if a subject of mutual interest arises,        but do not fake knowledge. Be yourself. Poise, confidence, and        self-respect are of great importance. 
       The Site 
       - Motel room: Position yourself for good eye contact, (Don't be afraid          to move a chair; it shows positive traits. i.e., control. 
- Employer's office: If there is more than one chair, take the one          closest to the side of the interviewers desk. The desk is the barrier!         
- Bar/Restaurant: Sit across from the person and wait for the          interviewer to order drinks before you do. Do not feel compelled to          drink if you normally don't drink. 
Style 
       - Eye contact! Look directly at the interviewer. 
- Listen! Give the person the opportunity to talk. Do not touch          anything on the interviewer's desk. Do not fidget with anything you          have, such as a pen, tie, etc. 
- Relax and be confident (do deep breathing to relax). 
- Be enthusiastic-use your eyes, hands, and voice inflection to show          support. 
Fielding Questions 
       Be Succinct - Keep your answers brief, concise, and to the        point. Everyone gets nervous in an interview, but some try to disguise it        by talking-excessively. The more nervous you get, the more you talk. The        more you talk, the more you convince the interviewer that you are not        right for the position. Avoid negatives by returning to a positive and        stress that positive. As an example: "Well, Susan you have had three jobs        in five years. Answer: Mary, I made a mistake on that Acme job by not        checking their financial situation closely. I have been with U.S. Surgical        for two years now and, as you can see, I've done a fine job. I'm seeking a        career opportunity that offers greater stability and that's why I'm here."       
       Be Specific - If you're explaining your accomplishments, try to        support your claims by citing figures or specific accomplishments. Ranked        #2 out of 10 people in my region; I was $75,000 over quota last year; my        W2 has increased x thousands of dollars over the last 2 years. If you're        discussing skills or talents that you can bring to the job, give clear        examples of how you've demonstrated these abilities in other relevant        situations. 
       Sell Yourself - Now is not the time for humility. It is not        bragging, and no one will find it offensive if you cite your achievements        or awards or describe unique business programs that you have devised. It's        an accepted and expected part of the interview process. Make sure that the        interviewer knows about your accomplishments or special experiences. If        the interviewer doesn't ask, find a way to bring them into the        conversation. Be sure to mention any that aren't listed on your resume. No        one else is going to sing your praises, and you usually don't get a second        chance in these situations. Now is the time to bring out your ‘that a boy'        file and show written rankings or letters. 
       Note: Translate your achievements, accomplishments, and personal        qualities into benefits to the employer. 
       Maintain Credibility - and don't over inflate your        responsibility. Don't try to make a low-level position sound as if you        were actually the CEO's right-hand man or woman. Most interviewers have a        good idea of the responsibilities that accompanied your previous        job-especially if you're interviewing in the same industry. If you inflate        your position, you'll undermine your entire credibility, and the        interviewer will doubt all your other real achievements. Once you're        considered deceptive, you won't have any chance at being hired. Always be        honest. 
       Maintain Your Composure - Regardless of what happens in the        interview keep calm, poised, and professional. If the interviewer seems to        ignore you, don't get flustered. If the interviewer looks unimpressed,        don't assume you have lost. If the individual contradicts something you        say, explain your position but don't lose our temper or let the        interviewer goad you into an argument. Don't become defensive if the        interviewer seems to question certain responsibilities or achievements        that you claim. It's all part of the game. Your composure may well be        tested during the interview. 
       Pay Attention - Sometimes people are so "charged-up" that they        try to anticipate where the interviewer is going. They just jump in with        the answer before the interviewer has completed the question. Let the        person finish the questions and make sure you know what is being asked. If        you're not sure, ask the interviewer to clarify the question. The last        thing you want to do is plunge headlong into a story that doesn't give the        interviewer the information he's seeking. You'll come across as rattled        and confused-not exactly the stuff employer's dreams are made of. 
       Tell-Me-About-Yourself Questions 
       - Answer these questions in terms of the qualifications required of          the job being filled and your business background. 
- Keep responses concise and brief. 
- Avoid being derogatory and/or negative when asked about previous          jobs and bosses. 
- "Tell-me-about-yourself" means, Tell me about your qualifications.         - Prepare ahead of time a five to ten minute discussion of your            qualifications. 
- Discuss your experiences. 
- Tell how well you performed (resulting in raises, promotions,            innovative designs, sales volume, increased profits, etc.) 
 
Your Personality Questions 
       - Always answer in terms of your qualifications. 
- Support your claims by sharing experiences. 
- Answer personality questions in terms of ACCURATE ANSWERS supported          by past experience. 
Salary Questions 
       - Avoid talking salary until the job has been offered. 
- Negotiate salary from strength. 
- Your present earnings will be on the company application you fill          in. Mark the "expected earnings" portion of the application, "Open or          Negotiable." 
- If unemployed, seek a salary equivalent to your last earnings. 
- On the initial interview, you should NOT directly discuss:         - MANAGEMENT OPPORTUNITIES 
- FRINGE BENEFITS 
- VACATIONS/MONEY 
 
Asking Questions When Interviewing For A Job 
       Interest Questions 
       Ask yourself are they related to the job, the company, its products,        services and people? An interview is a two-way street. These questions        should communicate your interest in the position. 
       - Don't cross-examine the employer. 
- Ask questions requiring an explanation. Questions which can be          answered with a "yes" or "no" are conversation stoppers. 
- Don't interrupt when the employer is answering YOUR question. 
- Ask job-relevant questions. Focus on the job, the company, products,          services, and people. 
- Prior to the interview, write your list of Interest Questions and          take them with you. 
- Ask about your potential peers, subordinates, and superiors. Take          notes. 
- Ask the employer how he/she got where they are today. 
Job Satisfaction Questions 
       Do they pertain to the importance of the job, does the authority you'll        have match to the responsibility, the reward for a job well done, and the        long-range career opportunities? 
       - Don't ask salary questions or about fringe benefits, retirement, or          vacations. 
- Don't go overboard, four to eight questions of this type should be          plenty. 
- Do ask about long-range career opportunities. 
Past Performance Questions 
       Ask questions like: 
       - How many people have held this position in the past several years?         
- Where are these people now? 
- Were they promoted or did they leave the company? 
Sale Questions 
       - Ask what the employer wants in a candidates, what experience,          educational background, and performance. 
- Always ask what personality characteristics the employer desires.         
- Make a sales statement based on the employer's prerequisites or          desires. (If you lack an asset, sell a compensating asset.) 
Ask For The Job 
       - "I can perform the job you want. I've done it before and I've done          it well." 
- "I'd like to work for you. What else do you need to know to make          this happen?" 
 
              IF YOU MAINTAIN A "QUESTIONING AWARENESS" YOU WILL AUTOMATICALLY ASK        THE "RIGHT" QUESTIONS, GIVING YOU A CONSIDERABLE ADVANTAGE WHEN        INTERVIEWING. 
       Close 
       - Assume that you are the right person for the position. 
- Summarize all points of agreement. 
- Tell the person you want the opportunity and you are sure you could          work well with him personally from your initial meeting. 
- Close after summary. As an example: "Jim, do you make the final          decision?" "Fine, I'm ready to pursue the next step in the interviewing          process. Can we see Susan tomorrow?" If the interviewer says they would          like to see you again or that the interviewer will be in touch with          recruiter, summarize and close again. Tell the person you are ready to          pursue the next step and ask for a day's notice that you might          coordinate your schedule. 
On Your Way Out 
       1. Thank the person for the time. 
       2. Shake his hand firmly and look the person in the eyes. 
       3. Tell the interviewer you look forward to the next interview. 
       4. Say good-bye to the secretary. 
       Follow Up 
       - Send a handwritten letter, fax, telegram, or e-mail thanking the          interviewer for the opportunity of interviewing with the company and 3          or 4 good reasons to consider you. If this doesn't go out the day of the          interview or the next day it won't be worth the paper it's written on.         
- If you do not have an answering service or recording device, buy          one, or as an alternative, use the number of a friend who has one. 
 
       Career oriented people are more interested in gaining valuable        experience, advancement, opportunities, and enhanced working environment        rather than immediate salary increase. 
       A lateral salary move, though rare, should always be considered based        on career potential. 
       Review 
       - Make an inventory of what you did and how well you did it. 
- Research prospective employer, the nature of the business, its        products and people. 
- Attire should be conservative and business-like, giving the        impression of success and competence. 
MOST CANDIDATES ARE NOT EFFECTIVE DURING AN INTERVIEW, BE AN EXCEPTION!