Interviewing is a selling situation. It involves the exchange of information and building of personal chemistry. It’s not only what you say that’s important but how you say it. There are seven key things you can do to build a positive rapport.
Research can help build chemistry
The first step for building a rapport is to research the company in advance. If you’ve ever met someone who knew a lot about you, it kind of takes you by surprise, doesn’t it? It is a great way to make a positive first impression.
A friend of mine, has built a consulting business on the fact that he does research ahead of time. His clients tell him that he wins their business because he knows a lot more about them than anyone else. So make it your business to know as much as you can about the company, the industry, and if possible, about the person you will be meeting.
With a simple phone call ahead of time, you can get job descriptions, organizational charts and brochures. Study, be prepared, have confidence and be able to build better chemistry during your interview.
Build chemistry with the front office staff
About two-thirds of executives say that their secretaries’ opinions influence them.
Be attentive to the secretary and others who work up front. You may find, that when you go out of your way to be respectful to them, they will often go out of their way to help you.
Build chemistry with your attitude and image
People silently react to the image you project, your posture and body language, the things you say about any subject at all, and the way you answer questions.
Consider the kind of image you project. Each of us is continually projecting some kind of image. It isn’t just physical image or dress ei...
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You: If I could show you that I work well under pressure, might that ease your concern somewhat?
If possible, use a supporting story as part of your answer, ending it with a feedback
question that will keep the conversation on the positive side.
TELL A STORY TO ANSWER THE OBJECTION
You: I’d like to tell you a story that relates very closely to your problem
Remember, what really counts is the fact that you did not get flustered. Instead, you had a friendly exchange in which you built positive feelings. If you’ve done it right, interviewers won’t be at all concerned about whether your answer is exactly correct. Instead, they’ll be thinking, “this person handled that situation very well, and that is the kind of person who should be working here.”
Learn how to use this process, and for every concern, you should, have your answer ready.
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