We have all been through more than a few job interviews, and there is a lot of common sense advice on how to prepare for an interview, what to wear, how to present yourself, etc. And although every job has a different skill set and every company has different hiring criteria, there are common threads and common questions asked in every interview. Here is one way to think about dealing with the three most common interview questions that are often the hardest to answer (with thanks to Penelope Trunk, the Brazen Careerist, and her original article on BNET):
Tell me about yourself.
This is not an invitation to talk about your family or interests, but it’s the question that opens the door for you to create a framework for the interview. Be prepared with a considered reply. Tell the interviewee what’s important to you; what you want to talk about; and most importantly tell a memorable story that explains why you are interested in the job, and that makes you sound interesting. This is your opportunity to turn your resume into a story that seamlessly leads into the current job opportunity and why it’s the next logical step for you.
The narrative response is very important here. People remember stories, so you need to make your narrative interesting and memorable. You also need to be focused and coherent, which means leave some things out and add some flourish to others. You want the interviewer to remember your story, and be able to recount it to others.
What salary are you seeking? How much do you need to make?
You should not answer this question. The hiring manager knows what the salary specification is, but you could never guess, and it may or may not be in line with current industry practices or your last job. Rather than just duck the question, respond by politely saying you would like to decide what the position is worth before suggesting a salary figure. Remember, the first person to name a salary figure sets the benchmark. If you guess too low, you will never know. If you guess too high, you may put yourself out of the running without knowing it, although they will usually tell you if it’s too high.
Any interviewer should be prepared to offer a ballpark figure based on the budget or they are not playing by the rules. If he or she insists you make the first move by offering an opening number, ask yourself if you want to work for a company that will take unfair advantage from the outset.
Do you have any questions for me?
This is a standard closing interview question, and it’s designed to put you on the spot because when the interview is over, you probably don’t have questions but you do want the job. It’s at the beginning of the interview that you ask the important questions, like what the perfect candidate looks like, what are the metrics for success, etc. If you ask the important questions at the beginning, then you can tailor your responses based on what you learn in the interview. If you wait to ask the more important questions until the end of the interview, it’s too late.
The last thing any smart interviewee does is close the deal. Like any salesperson, you need to be focused on the close, so ask for what you want, and look for barriers to get what you want. Penelope suggests using the following script:
“Thank you for taking the time to talk with me. I want this job very much. Do you have any reservations about hiring me?”
Some professionals feel that this approach shows insecurity, but the objective is to allay any fears the hiring manager has about adding you to the payroll. Most people will answer the question directly, especially if you assume they are being honest. If you go into an interview with optimism, assuming you will like the interviewer and they will like you in return, then chances are that will be the end result.
