I’ve heard this sentiment many times and often felt it myself: “I get so nervous when an interviewer starts finding fault with my experience!”
Wait a minute…is he really finding fault, or are those objections really “buying signals?”
I always dreaded interview questions such as, “Your experience is X, so why do you think you can do Y?” or “If you’ve done this before, how do you know you won’t get bored doing it again?” I saw this type of question as an objection to my potential employment. In truth, it is an objection, but it need not be an obstacle. Objections are the first step in most buying decisions. And let’s face it, the job interview is the ultimate sales call.
Most people who are contemplating a significant purchase raise objections. They seldom buy without having their concerns addressed. The potential employer is like any prospective buyer – she wants to be sure she’s not making a mistake.
While this knowledge does not eliminate the fear factor, it should offer encouragement. These questions are your opportunity to show the value you offer and to differentiate yourself from the competition.
The offensive strategy to these types of questions is to develop 40…60…80… “success scenarios” and responses to questions that have tripped you up in the past, and to practice them until they don’t sound rehearsed. You want them to be part of your job interview tool kit so they come to your rescue as soon as an objection surfaces.
So, the next time a prospective interviewer delivers an objection, smile genuinely and answer with assurance, knowing that he’s interested enough to share concerns.
By Carol White Llewellyn
With thanks to Bob Freese for his sales training
And for showing the value of objections
Hannah Morgan speaks and writes about job search and career strategies. She founded CareerSherpa.net to educate professionals on how to maneuver through today’s job search process. Hannah was nominated as a LinkedIn Top Voice in Job Search and Careers and is a regular contributor to US News & World Report. She has been quoted by media outlets, including Forbes, USA Today, Money Magazine, Huffington Post, as well as many other publications. She is also author of The Infographic Resume and co-author of Social Networking for Business Success.