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Notes:

Espoir InterviewMax

Center Operation Manual

Version. 1.1 April 2015


Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Espoir InterviewMax
Facilitation Center Operations Manual

Developed by
Academic Subcommittee - Documentation
Espoir InnoLearn

Espoir Press
2015
Espoir InterviewMax
Facilitation Center Operations Manual

Copyright 2010-2015 Espoir Technologies Private Limited. All Rights Reserved.


www.espoirtech.com
www.InterviewMax.com
www.SpeakEnglishGym.com

Neither this book nor any part may be reproduced or transmitted in any form or by any means,
electronic or mechanical. Including photocopying, microfilming and recording, or by any infor-
mation storage or retrieval system, without prior permission in writing from Espoir Technologies
or its affiliate in your country.
This is an operations manual meant for using in Espoir InterviewMax centers to support students' skill
building efforts. A wide variety of references are listed in the respective knowledge products. Reasonable
efforts have been made to publish reliable data and information, but editors or the publisher cannot assume
responsibility for the validity of all material or for the consequences of their use.

Espoir, Espoir Logo, InterviewMax, InterviewMax Logo, SpeakEnglishGym, SpeakEnglish-


Gym Logo are registered trademarks of Espoir Technologies Private Limited, worldwide.

Editor-in-Chief: Dr. Matthew Symmonds


Senior Editors: Tim Richards, Amy Wood, Maria Meyer
Associate Editor: Aparna Vengakkad

Consultants - Educational Psychology: Dr. Evelyn Johnson, Maya Namboodiri


Consultant - Companion Books: Prof. Indira Devi Elangalloor

Professional Voice Over: Mike Dunahee, Juliet Wandall Brown, Charlie Glaize, Mcapelle, Michael S, Sabine
K, Pascal Besserve, Mark Young, Jeffrey Muyrong, David N, Lucia C, Kris K

Art Digital Programming: Dilip Warrier


Back End Programming: Farooq Sheikh
Multimedia Programming: Krishna Mohite

Project Manager: Alex Yeung

Developed by Espoir Technologies at Oxford, England and Ann Arbor, Michigan, United States. Espoir Inter-
viewMax Facilitation Centre Operational Manual published in India by Espoir Technologies.
Contents

1 Espoir Technologies InterviewMax


1.1 The Movement Called InterviewMax 4
1.2 Vision, Mission, and Core Values 5
1.3 The Development and Operational Methodology 7
1.4 InterviewMax Partnerships 9

2 Recommended Set-up/Lay-out for an InterviewMax Center


2.1 Suggested Lay-out 10
2.2 Human Resources 10
2.3 IT and Other Infrastructure 12
2.4 Exteriors and Interiors 13
2.5 Operational Culture 14

3 Interview Success Programs at the Center


3.1 What is it? What is it not? 15
3.2 Program Structure 22
3.3 Program Delivery 24
3.4 Who are the customers? 29
3.5 Frequently Asked Questions by Prospects 33
3.6 Best Practices 43

4 English Enhancement/Communication Programs at the Center


4.1 What is it? What is it not? 45
4.2 Program Structure 47
4.3 Program Delivery 48

5 InterviewMax Products
5.1 List of Products 53
5.2 Prospective Customers 53
5.3 Blacklisted Customer Groups 54

6 InterviewLabPro: Products/Programs for Professional Colleges


6.1 Prospective Customers 55
6.2 Delivery of Products 55
6.3 Delivery of Programs 56
6.4 Approach and Demonstration 57
6.5 Phone Scripts/FAQs 64

7 Conducting Programs Outside the Center


7.1 Prospective Customers 74
7.2 Program Delivery 74

8 Marketing
8.1 General Guidelines 75
8.2 Demonstration 78
8.3 Publicity 78

9Safety of InterviewMax Center Data


9.1 Captured Videos 79
9.2 Other Data 79

10Maintenance of Computer Hardware and Software


10.1 Hardware 80
10.2 Software 80
Formats
6

1. Espoir Technologies InterviewMax

Notes: 1.1 The Movement Called InterviewMax

Interviewing for a job is one of the most crucial and future shaping activities we
face in our life. Even then, many people proceed to interview rooms blindly, with
little preparation believing that their certifications and qualifications ensure them
their dream job...

What is the result? Surveys reveal, about 15 to 17% of highly qualified persons
remain unemployed. And, over 80% of the candidates remain under-employed.
This causes frustrations, and depressions not only to the individuals but also to
millions of families, that put their faith in their children's/wards education to uplift
their families. On one side, not able to use the inherent talent is a national
disaster. The other side of the story is tragic. Unemployment and under employ-
ment pushing families into distress, and individuals in to drug addictions, alcohol-
ism and even to suicides.

When millions struggle with their career, future and life, a group of people, who
are entrusted to solve this problem actually cheat the sufferers and ditch the
needy . They come up with band-aid solutions in the form of short-term courses,
and crash courses that lack any logic or reason. No wonder, nobody learns
anything from these programs. The saga continues.

Understanding the crucial nature of the problem, and its implications on our
youngsters, our families and on our society, a group of 52 successful global
professionals, from the areas of Engineering, Management, Technology, Psy-
chology, Education etc, with a combined experience of conducting about
1,30,000 interviews, decided to step in - to develop lasting solutions that trans-
form ordinary into extra-ordinary.

InterviewMax is the result of their eight years of hard work. No wonder it is


the only methodology currently available to ensure superior performance
in professional interviews.

It works at the heart of the issue - Building the crucial ability to Respond On the
Spot. Through advanced technologies (like Artificial Intelligence, Knowledge
Simulators, etc) and methodologies (like Experiential Learning, Content-based
Instruction, etc), InterviewMax builds cutting-edge professional interaction skills
in everyone.

Most candidates don't


demonstrate self-belief.
Still they want the
interviewer to believe
them. If they don't
believe in themselves,
why should anybody
else?

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
7

Notes: 1.2 Our Vision, Mission and Core Values

At Espoir Technologies InterviewMax we believe a strong and current vision


connects with our passions and greatest potentials. Regardless of what is going
on in the world or challenges that present themselves, our vision helps us know
what and why we are doing the things we are doing. As you know, having a vision
is most important in the path of our success in life. You feel much more valuable
as a person when you set and achieve visions and goals.

Our Vision
To develop out-of-the-box digital products which seduce everyone to acquire
higher levels of knowledge, and empower them to realize their hopes. By doing
so, Espoir aspires to become a Global leader in the digital edutainment market.

Our Vision
We at Espoir shall strive to understand todays customer desires and anticipate
future customer requirements so that we continue to develop Innovative, Unique
and Sustainable products.
To be among the best, we shall commit ourselves to excellence in technology
and innovation and achievement of shareholders' expectations of Social &
Economic Value Added (SEVA) in all our operations.
We shall endeavor to be an employer of choice by promoting a culture of
teamwork, continuous learning and transparency in all activities, a participative
style of management that cuts across the boundaries of levels and functions,
employee growth, and compensation that is progressive and linked to the ability
to innovate and performance.
We shall inculcate in ourselves and in all that we do, the core values of Simplic-
ity, Harmony, Respect and Innovation & Integrity (SHRI).

Further, in all our efforts, our guiding principles shall be the protection of the
environment and service to the society.

Being innovative is about looking


beyond what we currently do well,
identifying the great ideas of tomorrow
and putting them into practice.

We believe. We Practice
Our success relies on gaining and maintaining our customers trust. We under-
stand the intense competition in the employment market, and how important skill
building is for our customers. Only way to keep our customers competitive and
ahead of the competition is to think out of the box and continually innovate.

Continually developing cutting-edge technologies to deliver state-of the art


content is a tough challenge. Thats why the highest standards of ethics and the
relentless drive for learning and innovation are so important to our philosophy.

Innovative and effective learning products and programs that ensure faster
learning, longer retention and quicker recall secure continued success and
ensure higher career growth for our customers.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
8

Notes: Our Core Values and Beliefs


To develop out-of-the-box digital products which seduce everyone to acquire
higher levels of knowledge, and empower them to realize their hopes. By doing
so, Espoir aspires to become a Global leader in the digital edutainment market.

1 Visionary Leadership.
2 Customer Driven Excellence.
3 Organizational & Personal Learning.
4 Valuing Workforce Members and Partners.
5 Agility.
6 Focus on Innovation.
7 Management by Fact.
8 Social Responsibility.
9 Focus on Results and Creating Value.
10 Systems Perceptive.

How does Espoir Technologies Deploy their Core Values & Beliefs?

1 Core beliefs and values are commonly practiced by all.

2 Core values define our activities and operations.

3 Rewards and recognition based on performance.

4 Relationships are based on care and trust.

5 Senior managers walk their talk.

We value education for its contributions


to civic, political and community life, for
its role in advancing social justice, for its
capacity to open to people worlds of
cultural and artistic excellence, and in the
largest sense for its contributions to
"human flourishing." Questions at this less
immediate but ultimately deeply practical
level are often posed by philosophers and
social critics, the best of whom show a
lively interest in and skilled use of findings
from the social sciences.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
9

Notes: 1.3 Our Product Development & Knowledge Delivery Methodology

While developing our products, nature is our guiding spirit.

As a child, you learned your mother tongue naturally and effortlessly by connect-
ing words to objects and events around you - you engaged yourself wholeheart-
edly in learning. As an adult, you can repeat the same performance, by exploiting
your passion to your benefit!

We approach learning as a means of knowledge construction' by engaging your


senses. Our focus of instruction is on helping the student develop learning and
thinking strategies using a series of innovations that is the result of analyzing
current realities and future requirements, for example,

Active Engagement Theory

The underlying basis of The Engagement Theory is that students should be


meaningfully involved in their learning through interactive and worthwhile tasks.
Although the use of technology is not imperative, it is found that technology can
promote engagement that is difficult to achieve otherwise.

Engagement theory is presented as a model for learning in technology-based


environments which synthesizes many elements from past theories of learning.
The major premise is that students must be engaged in their course work in order
for effective learning to occur.

In order to ensure maximum student engagement and thereby ensure maximum


learning, we incorporate the following innovations into our exclusive products and
programs:

1 Experiential Learning
2 Content-based Instruction
3 Artificial Intelligence
4 Contextual Feedback
5 Simulation Theory
6 Communicative Method
7 Customization
8 Body-language Recording
9 Interactive Tests
10 Systems Perceptive.

Engagement theory posits three primary means to accomplish engagement:

1. an emphasis on collaborative efforts


2. project-based assignments, and
3. non-academic focus.

These three methods result in learning that is creative, meaningful, and authentic
(Kearsley & Shneiderman, 1998).

Espoir programs ensure maximum level of engagement considering any


other educational program available to mankind.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
10

Notes: In Espoir InterviewMax products, we present a cognitive model of knowledge


construction with the following components: learner characteristics (prior knowl-
edge, interest, and motivation), instructional manipulations (what is taught and
how), learning processes (internal cognitive structures constructed during learn-
ing such as selecting, organizing, and integrating), and outcome performance
(external performance on tests).

It establishes the Compelling Need: Program exposes students short-


1
comings & its dire consequences.

It ensures Sustained Inspiration: Motivates through Purposeful, Mean-


2
ingful, Inspiring lessons/activities.

It builds Expectancy Belief: At last students see a program that they can
3
trust due to its uniqueness, practicality and result-orientation.

It engages Students All Senses: Makes students perform & see the
4
consequences of their own actions.

It provides Actionable Feedback: Students need feedback that is con-


5
vincing - factual & timely.

It provides Everyday Deliverables: Students take home the results of


6
their work every day.

It refines Body-language, especially in anxious situations: Crucial fac-


7
tor for current-day success.

Professionally, we follow Malcolm Baldrige Criteria for Educational Excellence,


Best Practices in Project Management and ISO-9000 quality systems. Personal-
ly, we value emotional concerns of the youth, their parents, and the society.

Welcome to the sure-fire way of skill-building!

Dr. Vince Tinto, a professor of sociology


and education at Syracuse University,
believes that higher education should
restructure itself in order for a successful
social and intellectual integration to occur
regarding student learning. Involvement
and engagement both inside and outside of
the classroom is important to student
development.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
11

Notes: 1.4 InterviewMax Partnership

According to the Espoir InterviewMax franchisee partnership agreement, every


InterviewMax center is an independent business entity wholly owned by the
partner signatory.

Each partnership is expected to follow the vision, mission and core values of
InterviewMax. While doing so, the following are the suggested guidelines.

Leadership: Leaders and senior management of InterviewMax franchi-


see partnership is expected to address values, directions and perfor-
mance expectations to all stake holders of the franchisee partnership.
1
They must develop a focus on all customers and other stake holders in
terms of empowerment, innovation and learning. The leaders must al-
ways examine how the partnership addresses its responsibilities to the
society and supports its key communities.

Strategic Planning: How does the franchisee partner develops strategic


2 objectives and action plans. How do the chosen strategic objectives and
action plans are deployed and how progress is measured.

Customer and Market Focus: How does the leadership of the franchi-
see partner determines the requirements, expectations, and preferences
3 of the customers and markets. Also how the leaders build relationship
with customers and determines the key factors that lead to customer ac-
quisition, satisfaction and retention and to business expansion.

Information & Analysis: Leaders of the franchisee partnership are ex-


pected to implement satisfactory systems for information management
4
and performance measurement. Partners should ensure the safety and
security of the data (text, audio, video or any other format).

Human Resources Management: InterviewMax partners are expected


to motivate and enable their employees to develop and utilize their full
potential in alignment with the franchisee partners' overall objectives and
5 action plans.
Also, it is important to put best efforts to build and maintain a work envi-
ronment and an employee support climate conducive to performance
excellence and personal and organizational growth.

Process Management: The leaders of the partnership are expected to


develop systems for process management , including customer focused
6
design, product and service delivery, key business, and support process-
es.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
12

2. Recommended Lay-Out/Set-Up of an InterviewMax Center.

Notes: 2.1 Suggested Center Location & Lay-Out : The following diagram shows a
suggested lay-out for an InterviewMax center.
A. Location: Non-premium, descent & safe locality near to bus
stops/railway stations.

B. Area: Minimum 750 sq. Feet. With a frontage of minimum 20 ft.

The following diagram shows a suggested lay-out for an InterviewMax center.

1 2 3 4 5 6...
B. Isolated
Interview
Room D. Computer Terminals

Waiting Area
A. Office
C. The Classroom

Entry

A. Office: Facilitator, Marketing executive and the receptionist sits here.

B. Isolated Interview Room: The large screen TV and bigger speakers for the
a more realistic interview experience.
C. Class Room: Theory sessions of professional interview success programs
are held here.

D. Computer Terminals: Work stations where students practice interview sim-


ulations, practice sessions, Spoken English simulations and English programs.

2.2. Human Resources Requirements:

A. Facilitator / Counselor

B. External facilitators (on call)

C. Receptionist/Telemarketer.

D. Marketing executive.

E. IT (hardware & software) Support (on call)

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
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13

Notes: Human Resources: Roles & Responsibilities:

A. Facilitator / Counselor
1. Counsel new students.
2. Conduct Interview classes.
3. Evaluate Interview videos and give feedback.
4. Custodian of software and recorded videos.
5. Senior most facilitator could handle overall center administration.
For centers with more than 20 computers and extended batches, the number of
facilitators need to be increased. On an average, it takes 20 minutes for a
facilitator to evaluate one simulation.

B. External facilitators (on call)

1. Conduct programs in institutions/companies.


2. Evaluate interview videos and give feedback.
It is recommended to have at least one External facilitator on roll to fill in the shoes
of the facilitator in their absence and to meet external training requirements.

C. Receptionist/Telemarketer.

1. Admission process.
2. Handling enquiries.
3. Maintaining marketing databases.
4. Telemarketing.
Apart from handling direct center enquiries, he/she is responsible for arranging the
demonstration interviews at the center. Also responsible for communicating with
other educational institutions, and other skill-building centers .

D. Marketing executive.

1. Meeting external customers.


2. Outdoor Demonstrations.
3. Update marketing database.
4. Publicity planning, Scripts, Materials.
5. Execute Sales products & programs.
6. Installation of software at institutional customers locations.

E. IT Support (on call)

1. Establish IT systems at the center.


2. Installation of software at customers locations.
Simulation software are highly sensitive to the hardware set-up and the other
software that are installed. It is imperative to have a knowledgeable person beyond
an ordinary hardware vendor to ensure proper installation of the hardware system
and all other supporting software including the operating system. No one should be
allowed to install any other multimedia software that can offset the codecs and other
parameters of the Espoir InterviewMax simulators.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
14

Notes:
2.3 IT & Other Infrastructure

A. Computer Hardware
As Simulator software capture videos and process it instantly for evaluation and
report generation, it is important to have the best RAM and graphics card and
other peripherals. It is recommended to refer to the latest communication from
Espoir Technologies in this regard.
Refer to the Hardware-Software-Installation (HIS) Form in this regard. It is
important to maintain the form with correct information so that it is an important
input for diagnosing problems related to software performance issues.
Center must use only desktop computers for the regular classes as it needs to
capture the body language of the candidates at ease. The monitor should be
minimum of 20 size and the top edge of the monitor should approximately at
the shoulder level.
The camera should be placed appropriately on the top edge of the monitor
(approximately at the eye level of the user) so that his/her body-language is
captured appropriately for the proper evaluation.

The hardware set-up for the Isolated Interview Room: It is recommended to


have a 27 monitor, and External speakers to give a suitable effect that that will
break the shell of unconscious incompetence of the learner.

B. Operating System & Other Software

Espoir Technologies recommends to use original legal version of Windows 8.1.


If the Operating System is purchased separately, it is recommended to get it
installed by a competent software professional as the installation sequence is
followed and none of the minute details are left out.

It is important to use the anti-virus software recommended by Espoir Technolo-


gies. It is also important to resist the temptation to download or install various
other software whose elements can over-right InterviewMax software.

C. Other Information regarding Hardware/Software

1. A systematic approach should be used to evaluate potential hardware


and software purchases for reliability and user-friendliness.
2. Systems are monitored on an ongoing basis for reliability.
3. Hardware and support software should be periodically and systemati-
cally evaluated for appropriateness and usefulness.
4. Nobody is allowed to install any other software without checking with
Espoir Technologies.

D. Other Infrastructure

InterviewMax centers should focus on workplace health, safety and ergonom-


ics. We must develop a culture of everyone takes part in improving them.

InterviewMax centers should have an environment that affects well-being,


satisfaction and motivation.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
2.4 Interiors & Exteriors

Espoir Technologies provides the art work for the InterviewMax center in an editable format. According to the center dimensions,
and to meet the local advertising/branding requirements, the files may be edited.

A. Specimen Artwork for Center Interiors

A. Specimen Artwork for Center Exteriors


16

Notes: 2.5 The Center Operational Culture

According to The Economist, a company's culture is the environment created


by the priorities its senior leaders set. The same applicable to InterviewMax
centers.

Sometimes those priorities are made explicit: in a company's formal mission


statement, for example, or in the structure of the organization and the power
given to different departments and functions. Sometimes they are implicit: what
the Financial Times once called the large number of unspoken assumptions
and beliefs which managers in the organization share about the way we do
things around here'.

Tom Tierney, a consultant and author of Aligning the Stars, says: A corpora-
tion's culture is what determines how people behave when they are not being
watched.

As we know, our culture ...

influences our expectations of what is appropriate or inappropriate


reflects the values of a society
frames our experiences
provides us with patterns of behavior, thinking, feeling, and inter-
acting
At InterviewMax, we believe, culture is learned and it defines the priorities we
give for the activities in our day to day life.

At InterviewMax center, we must strive to maintain a culture of Hope - An


environment that breeds knowledge and positive outlook towards future. While
doing so the following (SHRI) are our guiding principles.

SHRI is Our Culture

S - Simplicity
H - Harmony
R - Respect
I - Integrity & Innovation

Management of the InterviewMax center should set directions and create a


learner focus, clear and visible values, and high expectations from the learners.
They should ensure follow the strategies, systems, and methods given in this
manual for achieving excellence, stimulating innovation, and building knowl-
edge and capabilities. The values and strategies should help guide all activities
and decisions of the InterviewMax center.

Senior leaders should inspire and motivate the team and should encourage
everyone to contribute, develop and learn, be innovative and creative. Senior
leaders should serve as role models through their ethical behavior and their
personal involvement in planning, communications, coaching, development of
employee skills, review of organizational performance, and employee recogni-
tion.
As role models, the leaders of InterviewMax center can reinforce values and
expectations while building leadership, commitment and initiative.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
17

3. Interview Success Program at the Center

Notes: 3.1 What is it? What is it not?

A. Key facts about the Current Interview Process.

Our country churns out over 27,00,000 professionals in engineering, manage-


ment, technology and other fields. What the scenario that awaits a career seeker
or job changer in the country?

Job portals have over 10 million resumes in their depository. Any em-
ployer can tap any number of resumes from them. Supply outnumbers
1 demand. This is a bad news for the candidates because interview
calls are really difficult to come by. Therefore, when a person re-
ceives an interview call, he/she cannot take it lightly.
Thanks to the resume-filtering software, 99% of candidates appear for
interviews for a particular position have the same level of domain
2
knowledge. In order to select the first among equals, interviewers
look for many other key traits.
Most interviewers are not happy with the out-dated syllabuses, and the
competition among universities to award high marks to undeserving
students. Interviewers are also aware of the qualifications and certifi-
3 cations that can be attained by merely paying fees, with mere atten-
dance, or by mugging-up few equations and definitions. In the
current economical situations, only fools can think of a job just
by flashing a bunch of degrees and certifications.
Interviewers are seasoned professionals who handle day to day chal-
lenges in the field. They have forgotten about the ordinary college text
books long ago. They dont ask those questions that have a straight,
4 mugged-up answer. For some questions there are not even answers.
What interviewers closely observe is candidates approach to for-
mulating an answer and their ability to convince the logic behind
their answers.
Most companies have their own technical standards and best practic-
es for employees to follow. They dont expect the candidates to import
5 their know-how. Companies look for the smartness to unlearn and
learn and the ability to assimilate and dissimilate knowledge
among a team and clients.

In most cases, interviewers are also employees. They dont like to take
risks that can cost their jobs. A wrong selection is extremely costly and
6 can damage the interviewers reputation. Therefore, interviewers al-
ways look for candidates who can be presented in front of their
bosses and clients, and will get acceptance within the company.

At the same time, candidates are so nave and ignorant that their prep-
arations for interviews consist of just re-mugging-up of few key por-
7 tions of text books, and a visit to the parlor. After the interview they
blame everything under the sun expect themselves for the inter-
view failure.

In reality, the following are the three hard facts about job inter-
views:
a. The skills required to perform a job are not the same skills
necessary to perform well in the interview for that job.
8 b. The candidates who get selected are the ones who sell them-
selves better than anyone else, those who are liked better
than the others, and prove to be less risk than the others.
c. Interviewers ask all unexpected, tricky technical questions,
but select those who speak better English!

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
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18

Notes: B. Who Knows the Causes of Interview Rejections Better? Real Interview-
ers or Outsiders?

Of course, the real interviewers, who ask the questions and observe the nuances
at close quarters. That is another reason for the success of InterviewMax. Inter-
viewMax has been developed by a global team of 52 successful industry profes-
sionals with a collective experience of conducting over 130,000 interviews. It is the
result of a six-year long, extensive research and analysis on What Went Right
and What Went Wrong with over 37000 candidates, who appeared for various job
interviews in Engineering, Technology & Management.

Interviewers complaints about candidates

88% of candidates dont grasp the underlying meanings of questions.

90% of candidates fail to quickly formulate a logical, convincing answer.

92% of them defeat themselves by the way they structure their responses.

94% of candidates forget to use the correct technical terminologies.

95% of them talk too much or too little: Fail to answer directly to the point.

96% of them repel interviewers with poor postures, gestures & mannerisms.

97% lack the presence of mind to handle tricky questions on the spot.

98% of candidates fail to explain core technical concepts in their own words.

98% of candidates fail to build confidence & trust in interviewers minds.

Unfortunately, most candidates are unaware of their short-comings and repeat


them till they settle at some point much below their true potential. And those who
wish to enhance their skills have very limited options because the traditional
institutions and conventional soft-skill trainers offer the following failed solutions:
dont have any other solutions than,

Why these solutions are not effective in


Traditional Solutions
a professional interview environment?

Interviews are examples of Spontaneous


Crash courses in English Commu- Interactions. In order to succeed, it is
nication skills. extremely crucial to INGRAIN Speaking
into ones nature. Crash courses fail.
It is easy to act etiquette in a pre-p
Brief program on interview eti- lanned & friendly environment. Candi-
quette. dates forget them in a tense interview
setting. Brief programs fail.
It doesnt build the ability to respond to
Short program on common inter-
random mix of Technical/Managerial &
view questions & answers.
HR questions asked point blank.

Mock interviews & practicing in front of


4 to 5 minutes of mock-interviews
the mirror fail to build the skills of re-
with video recording from the side.
sponding professionally on the spot.

Then what are the key skills required to safeguard ones career and professional
life?

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
19

Notes:
Crucial Skill Needs InterviewMax Innovations to Acquire them.

The Answering Reflex


Worlds No.1 Professional Interview Simula-
tor: with Specializations in Engineering, Technol-
The Synthesis Thinking ogy, Management.

The Professional Language. Personalization/Customization: Artificial-Intelli-


gence algorithm creates different learning path
for each learner.
Speaking in ones own
words. Worlds No.1 Professional Interview Trainer:
Sure-fire way to build convincing
Convincing Body-language interview/interaction skills.

Mirror-like body-language recording: The on-


ly way for identifying and fine-tuning ones body-
language flaws.

Content-based Instruction Methodology: The


only way for an adult to acquire meaningful Eng-
lish skills.

Worlds No.1 Spoken English Simulator: Ex-


poses your Communication short-comings & help
to find solutions.

PLUS: Attempt interviews any number of times -


every time a new interview, Contextual feed-
backs, Interactive tests, Self, Peer reviews, etc.

The Benefits of InterviewMax Approach:


Knowledge Interaction Simula-
It establishes the Compelling Need:
tors
Program exposes students short-com-
Interactive Tests.
ings & its dire consequences.
Body-language Recording
It ensures Sustained Inspiration: Moti- Theme-based Learning
vates through Purposeful, Meaningful, AI-based CLT Methodology.
Inspiring lessons/activities. Experiential Learning

It builds Expectancy Belief: Students


Customization.
feel that the program is unique & their
Content-based Instruction
efforts are going to be fruitful.
Spoken English Simulator
It engages Students All Senses:
Mirror-like Body-language Re-
Makes students perform & see the con-
cording.
sequences of their own actions.
Interactive Tests.
It provides Actionable Feedback: Stu-
Video-capturing Technology
dents need feedback that is convincing -
Contextual Feedback
factual & timely.

It provides Everyday Deliverables:


Spoken English Simulator
Students take home the results of their
Evaluation & Feedback Module
work every day.

It refines Body-language, especially in Mirror-like Body-language Re-


anxious situations: Crucial factor for cording
current-day success. Spoken English Simulator

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
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20

Notes:
In a nutshell, InterviewMax guarantees the following:

No more interview anxiety, Apprehensions about the interview performance, or


tension about the outcome because the candidate has already attempted
similar interviews infinite number of times! You are confident about your
actions, and have experienced the success! For example,

You will smartly respond to the mix of Technical, Managerial and Per-
1
sonal questions like a professional.

You will maintain attractive body-language and mannerisms even


2
when subjected to stress questions.

You will deliver meaningful and purposeful communication expected in


3
the targeted position.

You will demonstrate your intelligence, integrity and loyalty through


4
every response you make.

The power of speech is one of the most


valuable gifts that God has given us. It is the
power of speech that sets us apart from
animals. It is the power of speech that
ensures deserving candidates build great
careers.

InterviewMax comes with various professional specializations from the areas of


Engineering, Management, Technology and Humanities. The questions are struc-
tured in the following way.

In a specimen interview,

Elicit direct answers (Data/Information level)


20% to 40% questions
from the domain specialization.

Elicit Knowledge/Wisdom/Analysis level an-


30% to 60% questions
swers from the domain specialization.

Elicit detailed answers that reveal the person-


30% to 40% of questions
ality of the candidate.

Elicit answers that describe the fitness of the


10% to 20% of questions
candidate for the job interviewed for.

As we described earlier, candidates bound to fail in interviews consider job


interviews as a technical quiz competition. InterviewMax doesnt support failed
theories, that are deep rooted in the society.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
21

Notes: The following dont come under the purview of InterviewMax. Or What you cant
expect at InterviewMax.

One size fits all approach: InterviewMax believes every one has his/her
own needs, and their own starting points for skill -building. One syllabus or
1
course material doesnt fit everybodys needs as needs differ based on
ones past, present knowledge and the future ambitions.

Mugging-up grammar rules and vocabulary lists: InterviewMax is based


on cognitive educational psychology where knowledge is constructed with
2
ones own experiences. Therefore, we use Content-based Instruction or
Theme-based Learning.

Crash-course/Short-term course etc: The crucial part of skill acquisition


3 is ingraining the knowledge such a way that it becomes a second nature.
No crash-course of Short-tem course can achieve that.

Teaching of technical subjects: InterviewMax ensures candidates re-


spond to rapid, random mix of technical and HR questions in the manner in
4 which professional interviewers expect a response. Teaching of Mechani-
cal engineering or finance management is not under the purview of Inter-
viewMax.

A Typical InterviewMax Program Consists the Following:

Developing career strategies, and interview suc-


Learning: Classroom
1 cess strategies using Espoir Smart Interview
sessions.
Companion book.

Developing abilities to listen the questions care-


fully, getting familiarization with typical ques-
tions, its hidden meanings, key words and
2 Learning: Test method.
phrases to use etc. using the Questions & In-
sights section & the Outsmarting the Smart
section.

The crucial part of skill acquisition is ingraining


Realistic Practice Ses- the knowledge such a way that it becomes a
3
sions. second nature. No crash-course of Short-tem
course can achieve that.
Teaching of technical subjects: InterviewMax
ensures candidates respond to rapid, random
mix of technical and HR questions in the manner
Realistic Interview Simu-
4 in which professional interviewers expect a re-
lation Sessions.
sponse. Teaching of Mechanical engineering or
finance management is not under the purview of
InterviewMax.

Tangible Deliverables:

1 Before the program. Espoir Smart Interview Companion + Note book

2 During the program. Interview recordings on CD/Pendrive

3 After the program Certificate

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
22

Notes: The Constitution of InterviewMax Practice Sessions:

The creators of InterviewMax interview success program have developed a


realistic practice session in order to provide ample opportunities to understand
interviewers mind and how to formulate and deliver an answer for its maximum
effectiveness.

Each practice session follows the same sequence of any internationally accepted
question sequence of a professional interview. It has EIGHT questions selected
by an AI algorithm based on your personal profile.

The following is a typical question sequence in the practice session. However,


based on the candidates personal profile, the simulation software might make
adjustments.

1 Your ability to present yourself crisply and to the point.

Your ability to convince your interviewer about your apt choice of


2
study courses and institutions.

3 Your ability to establish your fitness to perform this job effectively.

Your ability to convince your interviewers about your high level of


4
motivation.

Your ability to convince your interviewers about your people skills


5
to participate, build and lead a team.

Your ability to convince your interviewer that you are good at deal-
6
ing with stress at work.

7 Your ability to provide shrewd answers to thoughtful questions.

Your ability to ask smart questions which reflects your interest in


8
the job.

9 Your ability to handle money / remuneration related questions.

Two important points regarding Interview Practice Sessions.

1. Practice sessions recordings can be played and replayed any number


of times for evaluation, but they cannot be saved.
2. Practice sessions are for developing abilities like Answering Reflex,
Thinking on one;s feet, Professional verbal language, professional body
language etc. There is no technical question in this section.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
23

Notes: The Constitution of InterviewMax Interview Simulation Sessions:

Most of us are scared of job interviews because of the uncertainties it presents:


We dont know what is happening next!
It is the objective of InterviewMax programs to create similar interview environ-
ments as many times as possible so that successfully handling such interviews
situations becomes an automatic part of ones professional conduct.

In order to achieve this objective, the creators of InterviewMax programs devel-


oped a professional sequence of question sets as given below.

This doesnt mean that every interview strictly follows this sequence or there will
be at least one question from each entry. There could be more than one question
from one entry and no question from another entry.

1 Your ability to deal with ice-breaking questions.

2 Your ability to present yourself crisply and to the point.

Your ability to convince your interviewer about your apt choice of


3
study courses and institutions.

Technical questions/Questions from the Professional Specializa-


4
tion.

5 Your ability to establish your fitness to perform this job effectively.

Your ability to convince your interviewers about your people skills


6
to participate, build and lead a team.

Technical questions/Questions from the Professional Specializa-


7
tion.

8 Your ability to handle money / remuneration related questions.

Your ability to ask smart questions which reflects your interest in


9
the job.

Two important points regarding Interview Simulation Sessions.

1. Interview sessions can be saved for future reference.

2. Providing technical knowledge / offering comments on a candidates


technical abilities is not the objective of Interview Simulation. Building
the ability to effectively respond to random and rapid mix of technical
and HR questions is the core objective of the program.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
3.2 Program Structure

A Prospective Candidate Enters

5 Minutes Counseling Fill the Entry Form

Trial Interview in Isolation


Not Joining.
Document the Reason
Brief Evaluation & Discussions Exit

Joins
Fill the Prime Form

1. Interview Preparatory Test.


1st ReAlize
3 Sessions of 1.5 Hours 2. Why Simulation?
Re (1 Week)
3. First Simulation & Evaluation

1. Questions & Insights

Learning 2nd RePackage


2. Spoken English Simulation.
9 sessions of 1.5 Hours
Phase Re (3 Weeks) 3. Refining & packaging You.

1. Espoir Interview Companion


3rd ReAssert
2. Power Resumes.
6 Sessions of 1.5 Hours
Re (2 Weeks) 3. Practice Simulations - 6 Nos.

1. Practice Simulations - Interview


Ingraining 4th ReBoot
2. Practice - Spoken English
Phase Decision on duration after the
Re discussions.
3. Practice English - CBI Programs

Student Receives the Certificate


3.2 Program Structure

Re4M Methodology Applied to Professional Interview Success Programs

Analysis of your current Interview Skills. You attend a realistic interview


on Interview Simulator with Marketing Management & HR questions. With
the Simulator you can pin point the opportunities of improvements that no
Realize!

one else might tell you. 1. Interview Preparatory Test.

Employers Expectations: Why should an employers hire employees? 2. Why Simulation?


What are their expectations? How is the life in a company with bosses,
peers & associates? 3. First Simulation & Evaluation
Reviewing your First Interview: Play and replay of the Interview Simula-
tion. Discussion on your current level and the future ambitions.

Questions & Insights: Industry surveys say, 88% of candidates dont an-
swer effectively in interviews because they dont understand the underlying
meaning of the questions. In this section, you will be exposed to most HR
question types and their underlying meanings, sample answers, key words &
phrases to use so that you look natural and professional.
Repackage!

1. Questions & Insights


You the Product: How to Package & Present? Extensive research on per-
sonal attributes. Create your customized responses to most HR questions.
2. Spoken English Simulation.
Resume Writing.
Practice Sessions: Using the training module of Interview Simulator. At- 3. Refining & packaging You.
tempt questions, prepare for answers, try it on screen. Visit other candi-
dates responses, refer to guides advices etc. Every time a new practice
session!
English for Career Success: The imperatives of powerful English language
to make effective use use of ones own qualifications. Spoken English simu-
lation.

Why your domain area is Important? Interesting facts about your domain
area that revolutionized the society and touched the lives of billions.
Reassert!

Future of your domain area as a profession Where should the present 1. Espoir Interview Companion
day Marketing Management professionals focus?
Brushing Up Your Domain Area Related Knowledge: Main areas to ad- 2. Power Resumes.
dress are given below. Focus is not to teach theory. Objective is to highlight
the latest developments and to highlight the types of questions asked by var- 3. Practice Simulations - 6 Nos.
ious industries.
Practice Tests on Your Domain Area: Random Tests from all areas of
Marketing Management as given above. (Every time a new test!)

Learning from Others Mistakes: Interview Etiquette, Telephone inter-


views, Interview Puzzles, Innocent & Illegal questions.
Reboot!

Interview Simulation: Attempt realistic job interviews using Espoir Smart 1. Practice Simulations - Interview
Interview Simulators. Play, Reply and Review.
Ingrain the key skills and Fine-tune for the re-launch: Work on develop- 2. Practice - Spoken English
ing the key skills as a second nature and as an extension of the personality.
It involves 1. Continuous practice on Interview Simulator. 2. Continuous 3. Practice English - CBI Programs
practice on Spoken English Simulator and 3. Developing excellent profes-
sional language skills.
3.3 Program Delivery

InterviewMax Re4M (Reform) Methodology for Interview Success: 1st Re: Realize!
(3 sessions of 1 Hr. 30 Minutes each)
Day Topic Venue Objective Process For Facilitator

Facilitator need to analyze the


responses and provide de-
Attempt one complete pro-
The candidate to get full awareness tailed opinions. This includes
Simulation with the chosen fessional interview Simula-
Computer about where he/she stands in a language, body-language and
specialization tion with detailed
professional interaction. the approach of answering
1 explanation by the facilitator.
questions from the domain ar-
ea.
The candidate to understand the prep-
Attend the test in the intro Ensure that the test is taken
Interview Preparatory Test. Computer arations necessary for a professional
Section Intake: page of Interview simulator. successfully.
interview.

1. Interview The candidate gets the opportunity to


Attending the Interview
Preparatory Test. face the questions at ease and respond Clarify candidates doubts if
Interview Practice Session Computer Practice Session on Espoir
to them. Also refer to best responses any.
Interview Simulator.
2. Interview and guides advices.
Simulation
2 The candidate refers to the questions
and answers and develop the first level
3. Interview Practice Questions & Insights: Dis- Attending the Questions &
of logical reasoning behind responding Clarify candidates doubts if
Sessions cussing you key skills & Computer Insights section on Espoir
to the interview questions. Also tests any.
Abilities Interview Simulator.
4. Questions & his/her ability to understand the ques-
Insights tions as they are asked.
The candidate gets the opportunity to
apply the learning form the first session
Attending the Interview
of Questions & Insights session. Apply Clarify candidates doubts if
Interview Practice Session Computer Practice Session on Espoir
them to face the questions and re- any.
Interview Simulator.
spond to them. He/she can refer to
3 best responses and guides advices.
The candidate gets more exposure to
Questions & Insights: Attending the Questions &
the sections of questions & Insights Clarify candidates doubts if
Explaining your Goals & Computer Insights section on Espoir
section so as to apply them in the any.
Interests. Interview Simulator.
second week of the program.
InterviewMax Re4M (Reform) Methodology for Interview Success. 2nd Re: RePackage!
(9 sessions of 1 Hr. 30 Minutes each)
Day Topic Venue Objective Process For Facilitator

Build self awareness in candidates


Knowing, Packaging & Class room sessions Step 4 Facilitator conducts or su-
about their past present and future in a
1 Presenting the Product called Classroom (Page 15) of Espoir Smart pervises the delivery of
fashion that can help candidates
YOU. Interview Companion. this session .
formulate the answers quickly.

Class room sessions using


Power Resumes, Job Search To develop skills to create powerful Facilitator conducts or su-
the respective steps of Es-
2 strategies for todays economy. Classroom resumes that aligns with career objec- pervises the delivery of
poir Smart Interview Simula-
The Art of Networking. tives & stand out. this session .
tor.

Interview Etiquette, Telephone Class room sessions using


The candidate gets the opportunity to Facilitator conducts or su-
and Video Interviews. Documen- the respective steps of Es-
3 Classroom develop the skills to perform well in tel- pervises the delivery of
Section Intake: tation & Espoir Smart Interview poir Smart Interview Simula-
ephonic and video interviews. this session .
Track Sheet. tor
1. Interview
Preparatory Test.
The candidate develops the ability to Espoir Smart Interview Sim-
Interview Practice Sessions: Us- Clarify candidates doubts
2. Interview Computer understand audio questions and and to ulator: Practice Sessions -
ing only audio if any.
Simulation respond appropriately. Audio Interviews.
4
3. Interview Practice
Practical application of Knowing, Interview Simulator. Ques-
Sessions Questions & Insights: Highlight- Clarify candidates doubts
Computer Packaging & Presenting the Product tions & Insights: Highlighting
ing your Ambition & Knowledge. if any.
called YOU. your Ambition & Knowledge.
4. Questions &
Insights
Attending the Interview
Clarify candidates doubts
Interview Practice Session Computer Practice Session on Espoir
if any.
Interview Simulator.
5
Questions & Insights: Describing Practical application of Knowing, Interview Simulator. Ques-
Clarify candidates doubts
your Accomplishments. Show- Computer Packaging & Presenting the Product tions & Insights:The respec-
if any.
casing why you are the best fit. called YOU. tive links.
Attending the Questions &
Clarify candidates doubts
Interview Practice Sessions Computer Insights section on Espoir
if any.
Interview Simulator.
6
Questions & Insights: Providing de- Practical application of Knowing, Interview Simulator. Ques-
Clarify candidates doubts
tails about your education. Navigat- Computer Packaging & Presenting the Product tions & Insights:The respec-
if any.
ing Hard to Answer Questions. called YOU. tive links.
InterviewMax Re4M (Reform) Methodology for Interview Success: 2nd RePackage (Contd)!
(9 sessions of 1 Hr. 30 Minutes each) Contd
Day Topic Venue Objective Process For Facilitator

The candidate to get full awareness Any topic from Intermediate Facilitator analyses the
Spoken English Simulation Computer about where he/she stands in a Plus sections of Spoken responses and provide
professional interaction. English Simulator. detailed opinions.
7

Minimum two tests from CBI The candidates will understand where From the advanced test link
Ensure that the test is
Section Intake: English/Communication Pro- Computer he/she stands in using the correct Eng- of CBI English/ Communi-
taken successfully.
gram. lish vis-a-vis to their career ambitions. cation programs
1. Interview
Preparatory Test.
The candidate to get full awareness Any topic from Intermediate Facilitator analyses the
2. Interview Spoken English Simulation Computer about where he/she stands in a profes- Plus sections of Spoken responses and provide
Simulation sional interaction. English Simulator. detailed opinions.
8
3. Interview Practice
Sessions Minimum two tests from CBI The candidates will understand where From the advanced test link
Ensure that the test is
English/Communication Pro- Computer he/she stands in using the correct Eng- of CBI English/ Communi-
taken successfully.
4. Questions & gram. lish vis-a-vis to their career ambitions. cation programs
Insights
The candidate to get full awareness Any topic from Intermediate Facilitator analyses the
Spoken English Simulation Computer about where he/she stands in a profes- Plus sections of Spoken responses and provide
sional interaction. English Simulator. detailed opinions.
9
Minimum two tests from CBI The candidates will understand where From the advanced test link
Ensure that the test is
English/Communication Pro- Computer he/she stands in using the correct Eng- of CBI English/ Communi-
taken successfully.
gram. lish vis-a-vis to their career ambitions. cation programs
InterviewMax Re4M (Reform) Methodology for Interview Success. 3rd Re: ReAssert!
(6 sessions of 1 Hr. 30 Minutes each)
Day Topic Venue Objective Process For Facilitator

To ensure that the candidate doesnt Learning from others mis-


Learning from others mistakes, Ensure that the test is
1 Computer make any of the blunders discussed in takes section of professional
Interview blunders etc. taken successfully.
the 44 short case studies. interview simulator.

Espoir Smart Interview


Powerful phrases & Key words to To ensure that candidates use the pro- Ensure that the test is
2 Computer Companion. Pages 115 to
Section Intake: get & sustain your dream job. fessional buzzwords. taken successfully.
125.
1. Interview
Preparatory Test. Opportunity for the candidates to test Simulation section of Espoir
Analysis & Interpreta-
3 Professional Interview Simulation Computer the lessons learned through the Inter- Smart Professional Interview
2. Interview tion.
view Success Program. Simulator.
Simulation

3. Interview Practice
Sessions Opportunity for the candidates to test Simulation section of Espoir
Analysis & Interpreta-
4 Professional Interview Simulation Computer the lessons learned through the Inter- Smart Professional Interview
tion.
4. Questions & view Success Program. Simulator.
Insights

Opportunity for the candidates to test Simulation section of Espoir


Analysis & Interpreta-
5 Professional Interview Simulation Computer the lessons learned through the Inter- Smart Professional Interview
tion.
view Success Program. Simulator.

Opportunity for the candidates to test Simulation section of Espoir


Analysis & Interpreta-
6 Professional Interview Simulation Computer the lessons learned through the Smart Professional Interview
tion.
Interview Success Program. Simulator.
InterviewMax Re4M (Reform) Methodology for Interview Success: 4th Re: ReBoot!

To be decided after analyzing progress of the candidate by the end of the Learning Module.

From Date To Date Topic Remarks

Section Intake:

To Ingrain the
Professional Skills
that Ensures Dream
Jobs and the Ability to
Preserve Excellent
Careers.
31

Notes: 3.4 Who are the Customers?

InterviewMax programs and products meets the requirements of various cus-


tomer groups. This range from job seekers to promotion seekers, ambitious
students to sincere teachers, companies to governmental organizations.

Brief profiles of the customer groups are given below.

1. The job seeker: Indian educational institutions push about 28,000,00 qualified people
into the employment market. This includes about 10,000,00 engineering graduates and
about 2,00,000 MBAs.

2. The job changer: According to industry surveys, about 8 to 9% of employees change


jobs every year. And 25 to 35 % of employees apply for another job and attend interviews.

3. The foreign employment aspirant: Indians are one of the major immigrant groups
internationally. At the same time it is very common to see highly qualified Indian
engaged in low-level work in other countries.

4. The ambitious student: In professional education, about 15% of total marks are
decided based on the students performance in the viva examinations. And, there are
increasing number of activities, where are students are compelled to respond on the spot
and are judged by that on the spot performance.

5. The career advancer: Even government offices and officers s are facing the pressure
to become more efficient and social media judges everybody based on their perfor-
mance. Many employers resort to in-house tests and interviews for promotions.

6. The professional: Teachers (School. College, Engineering, Management, and Other


areas), Chartered accountants, Lawyers, Engineers, Sales Professionals etc. According
to professional career research, 65% of them do not have the personal effectiveness to
survive in their own fields and 98% them do not have the personal effectiveness to excel
in their fields.

7. Educational institutions: The success of an educational institution is judged by the


employability of the students who graduate, or the ability of students to find admission
for an advanced course. Due to the inherent problems related to teacher selection and
education delivery, most students dont have the ability to demonstrate their knowledge
on the spot.

8. Training Institutions: Every Indian city, town or village has a number of private
(franchisee) institutions providing training programs in IT, Banking, Insurance, Stock
Market, Engineering etc. All these institutes lack the ability to deliver interview skills
training.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
32

Notes:
9. Corporates: Quality of interviewers is an indication of the companys culture. Compa-
nies want to improve the quality of their interviewers and to improve the overall commu-
nication effectiveness of their interviewing executives.

10. Local government: Every government realises that the key issue the nation faces
is the low skill levels of their youth. Government agencies have sufficient funds for
conducting skill building programs.

11. HR Consultants: Every city has multiple Human Resources consultants, who get
paid by their clients based the number of recruitments happening through them. It is in
the business interests of the HR consultants to improve the interview skills.

12. Parents of teenagers: According to school teachers, the number of parents asking
for good way for communication with the teenagers is on the rise. Teachers say, the
parents ability to counter teenagers arguments can nip many problems in the bud.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
3.4 Who are the Customers?

Customer Groups Where to Locate? How to Approach?

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
1 The Job Seeker
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
2 The Job Changer
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
The foreign Employment 2......................................... 2...........................................
3
Aspirants ...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
4 The Ambitious Student
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
5 The Career Advancer
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
6 The Professional
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................
3.4 Who are the Customers?

Customer Groups Where to Locate? How to Approach?

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
7 Educational Institutions
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
8 Training Institutions
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
9 Corporates
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
10 Local Government
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
11 HR Consultants
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................

1............................................. 1...............................................
................................. ...............................
2......................................... 2...........................................
12 Parents of Teenagers
...................................... ....................................
3......................................... 3...........................................
..................................... ...................................
35

Notes: 3.5 Enrolment & FAQs

Robert Louise Stevenson famously said, Everybody Lives by selling something. At


InterviewMax, we know this to be true. Whether we call ourselves a salesperson or not, if
we have an idea, product, service, skill, talent, or opportunity that we can offer to another
and they can benefit from, then we need to be able to sell.
Yet many people are still confused by 'sales'. In fact, often when sales is mentioned you
see people visibly recoil at the concept and some even go so far as to object to you using
the term sales.
However, if dont genuinely explain and demonstrate the value of a product, how do the
real needy get benefited? Great books, energy saving equipments, even life-saving drugs
are to be demonstrated, marketed and sold.

The same with InterviewMax. Even though our products and methodologies are innova-
tive and offers sure-fire results, we need to demonstrate value to our prospects. Whether
we like it or not, the fact is that the sales process is part of our role. Selling your products
and services to prospects can be intimidating, but when you follow a tried and tested
process you can achieve extraordinary results and become more comfortable with the
process as a result.

Prospects approach InterviewMax centres to satisfy a need for change. Our job is to find
out exactly what those needs are and how we can fulfil them by asking probing questions.

First Interactions

During the first interactions (form filling and demonstration), ask the prospective client
probing questions in the areas of business, personal and future. (For example, what is it
you want to achieve). Listen to what the person tells you and take careful notes. (Have a
pad of paper and pen ready. Active note-taking is important in making the client feel that
you care.) In each area you are asking questions to build a relationship. If they do not like
us, they will not trust us or feel confident to learn new skills from us.

Selling the Value

At InterviewMAx you are more than a skill-building professional, you are an agent of
change. However, keep in mind that for a new entrant, money can be the biggest objection
in the beginning. Therefore, sell value before you bring up the money matters. Interview-
Max programs are all about future and everyone is looking for a bright future. Therefore,
selling the value at the earliest is the key. The cheapest program in the world is too
expensive if the client isnt yet sold on our value.

If a potential client asks what you charge before you talk about your value and experienc-
ing the demonstration, gently changing the subject. If the person still demands to know the
cost, tell him or her, but your chances of making the enrolment go way down at that point.

There are some cases where you cant do anything. Some clients will end just go away by
hearing the price; shrug it off and consider it as a sales experience.

Probing questions

You also ask probing questions to uncover hidden "pain" or "hot buttons" they may have.
An example of "pain" or a "hot button" could be the person telling you they are upset they
are not able to communicate well in a professional setting, or not able to find that dream
job.

Whenever you expose "pain" or a "hot button" you must get a commitment point. A
commitment point could be gained by asking a yes based question such as, "Is communi-
cating like a professional is important to you?" Of course the answer is yes, they just told
you expressing themselves in English were important to them before you asked them the
yes based question.

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Notes: The yes is an agreement between the facilitator and the prospect that communicating
fluently in English is important to the prospect, it is now a fact that cannot be denied. If the
enrolment (or sale) stalls you will push that "hot button" to help do the enrolment (meaning
you will remind them of why they should buy).

The reason you ask yes based questions when you find a "hot button" or hear "pain", is
so you can use it in your close. Commitment points are reasons a prospect will buy.
Closing, just like the name implies, comes at the end of the sale process. Like a reporter,
you interview and collect information, then at the close you revisit it to make your point and
the sale.

Sell Results. Not Training Programs

Once you know what the prospect hopes to achieve, give them an idea of a plan. Youre
doing it on the spot so it doesnt need to be perfect and you can fill in the blanks later.
Physically chart out the plan on a piece of paper in front of the prospect explaining 1-3 of
the biggest milestones. Explain why your plan is specifically suited to get him/her their
results.

Return on Investment As a Motivator for Enrolment

During the demonstration, you will ask all kinds of probing questions, each one should
move the sale forward. Ask the prospective client about their likes and hobbies. Get them
to admit they spend money on things that are not good for them. We all waste a lot of
money on things that have no return or benefit.

A movie with family, a night out with friends can easily cost the same as training session,
but unlike a training session, there is no ROI/Return On Investment.

Keep ROI in mind when you pitch a prospective client. Understanding the ROI helps a
prospect to justify the cost of buying training. Use the information the client gives you to
make the sale.

A common mistake experts in business development


is that they try and sell their knowledge to clients,
thinking this is what they want. An endless stream of
knowledge has no value in its own right. The real
value is in your experience of applying knowledge to
solve problems.

The Fear of Losing Something As a Motivator for Enrolment

Ever wondered? Why is the fear of loss a greater motivator than the possibility of winning?

Yes, it's really true; it is part of human nature. Far more people will act out of fear that they
are "missing out" on something vs. the potential upside of gaining something.

This is true in skill building. Surveys after surveys reveal that almost 92% of candidates
lose out in career. That means they lose their hard earned qualifications - all the money
and time that they have already invested to find that dream job. They are in the verge of
losing that. This leads to the crucial reality: they waste their education their core
existence, or what they have earned so far in their life. They cant rise to the expectations
of their neighbors/relatives and the entire future is dark.

People are often motivated to take action when they feel like they are "losing out" on
something. It's just human nature, and we've all been guilty of it at some point in life.

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Notes: Signs of Enrolling

Learn to recognize the difference between "buying questions", which are questions that
show an interest in training and questions meant to blow you off. Can I call you when I
am ready to train? asked in a sarcastic way is a blow off question is, especially if they
never ask for your phone number.

When a prospective client asks you questions that show an interest in training, those
questions are "buying signs". When asked a question that is a "buying sign", ask a probing
question and get a commitment point instead of just answering yes or no.

For Example:

Prospect: How long does it take to gain fluency in English?

Facilitator: How long have you been trying to get fluency in English?

Prospect: About two years now.

Facilitator: If I could show you a way build excellent English skills in you in the
shortest amount of time possible; is that something you would be interested in?

Prospect: Yes.

When a prospect or client ask a "buying sign" question, ask a probing question to see if it
is "pain" or a "hot button". Another great probing question is, "Is that important to you?"

Closing

When the session is over, you and the prospect should have a good feel for each other.
No matter how the demonstration went, you must still ask for the sale. What may seem
like an ok, or even bad demonstration to you (when you compare to many other good ones
you conducted in the past) may have been the prospects best experience ever.

Closing is overcoming all objections using all of the information you gathered and asking
for the enrolment.

Objections

In reality, the enrolment begins with the first objection. Often the prospect won't tell you
what the real objection is. Sometimes they are true, other times they are the prospect
stalling. Before you can overcome an objection to make the sale, you have to know what
the true objection is.
Listen to the objection, determine if it is the real objection by asking questions. Qualify it
as the objection keeping the sale from progressing. Double qualify it as the objection
keeping the sale from progressing, by rephrasing the first qualifying question.
Qualify the objection as the only objection keeping the sale from progressing to set up the
close. If there is another objection, first answer the objection so it completely resolves the
issue, then address any other objection the prospect may have. If there is no other
objection, first answer the objection so it completely resolves the issue, confirm the issue
is resolved.
The most common objections you will need to overcome when selling personal training
are variations of the following:
I don't need it.
I don't have the time.
I need to talk to my parents/brother/sister/partner/spouse.
It costs too much.

When a prospect says "I want to think about it" is not an objection, it is the prospect stalling
or avoiding making the actual decision of yes or no.

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Notes: Ask a closing question. If the prospect answers yes, confirm the answer and enrolment. If
the prospect says no, return to your pitch and try to discover what the true objection is

"I want to think about it", it may actually mean:


I don't have the money.
I don't see the value in it.
I can get it for free somewhere else.
I don't like or trust you.
I don't believe you can help me.
I need to talk to my partner/spouse/parents.

Sometimes the objections are the truth, other times the prospect is just trying to get rid of
you. You can determine whether the prospect is interested and if the objection is real or
not by asking questions. Once you determine that an objection is real, qualify it as the only
one, confirm again that it is the only objection and then overcome it using the commitment
points you have been saving for the close.

Ensuring the Enrolment

It is absolutely amazing how many enrolments are lost because the facilitator fails to follow
up and ask for the sale at the end of the sales conversation. The best way to close a sale
is to set up the closing question with the words "Other than cost, do you have any
questions or concerns that I haven't covered so far?"

If the prospect says no, you can then ask for the enrolment: "Based on what you've told
me, I know this would be ideal for you. Is there any reason why you wouldn't start up
today?" If they say no, ask how they would like to pay for it. You will be amazed at how
many people are on the verge of joining and simply need an invitation.
It is important to leave money for the last objection. If a person asks you cost early, it
shows they are interested. Put off answering the question until later, ask a probing
question and get a commitment point. You do not want to discuss price until after you have
given your session, creating value in your service, and all other objections have been dealt
with.
If they say yes, find out what the objection is, and deal with it. Dealing with objections
means, isolating it as the only reason that the sale has not moved forward, then overcom-
ing it, to make the sale.

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Notes: Common Objections Raised by Prospects

As we said earlier, especially in the knowledge industry, a 'sale' is not something


you pursue; it's what happens to you while you are immersed in serving your
customer.

As you know, for most prospects, everything comes down to money. All other objections
are just a disguise for the consumer not wanting to spend their hard earned cash. This is
why we need to spend the time getting to know our prospects during the demonstration.
It allows us to extract information from those sessions, that we can later use to break
through their objections.
So what are the main objections and how can you break through them? The most
common objections are given below and tell you ways to overcome them. But remember
the real key to overcoming objections is practice, and having the confidence to attack the
objection. If you always just allow the prospect to walk away after the first objection you
will always fail in sales. From our experience a prospect will usually object 3 times before
your able to close the sale. This is why you want to get all of the objections out of the way
during your demonstrations before you ask your question about the enrolment.

It is natural that the prospect would object when you first present price. Now you need to
remember they may not always give you a price related objection at this junction. It may
be something like "I am not sure I have the time". This is where you will use your
knowledge you gained during the personal training session to overcome these simple
objections.

For example, "Well you said that your work or home is close to our centre and you have
already made it here twice. So I am sure you can schedule time for yourself to come
again". This of course is only one example but it should show you what we mean when
we say use your knowledge of them against them to break the objections. They cannot
argue with something they have already said or done, so you will always win the battle
with these little objections. Remember it's not about whether they have time it's about
them not wanting to spend money.

Common Objections/Frequently Asked Questions:

1. I dont have the time.

2. I think I am doing OK on my own.

3. Cant I just get these information online, or in a book or magazine?

4. What if I dont get results?

5. I need to talk to my parents/brother/sister/partner/spouse.

6. I need to think about it.

7. It is too expensive.

8. Its too complicated.

9. I want to wait until next year or till I get another interview call.

10. I tried something like this, but it didnt work.

11. I dont understand this level of English.

12. I see that these interviews are not full of technical questions.

13. What is the validity of your certificates?

14. Will you guarantee placement after the program?

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Notes:
1. I dont have the time.

1. Well you have already made it here I am sure you can come again. If you did
not think you could come, you would have not made the time to come today.

2. I am sure that your future is important to you, so you see the benefits of making
time for yourself and your professional needs.

3. How much time do you watch TV, or browse Internet, I'm sure you can spend
some of that time at the centre.

4. You were trying to enhance your skills when I saw you, skill building is already
in your schedule. Having a structured and fool-proof program does not increase
your time commitment.

2. I think I am doing OK on my own!

1. Really let's look at your simulation again, what's your plan to change that.

2. The best athletes in the world have coaches and personal trainers. Even the
top athletes in the world need help.

3. Ok so what's your plan to reach your goals? (When they have no answer, or
answer wrong) you say see thats not going to get you to your goal.

4. You told me earlier you have been trying for years. Is that doing ok on your
own? Or can we change that today?

3. Can't I just get the same info online, or in a book or magazine!

1. Yes! But haven't you already done that? How did it work?

2. The difference between a magazine and personal supervision and feedback is


the personal part. I have a goal to meet, that does not involve selling maga-
zines.

3. Do you remember back to our demonstration when I showed you the respons-
es you were giving incorrectly, where did you learn those?

4. Do you know how many highly qualified people in your country are unemployed
and under employed? 92%, do you know how many magazine subscriptions
are sold?

4. What if I don't get results?

1. Are you already thinking about not following the plan we make for you?

2. Are you asking because plans have failed for you before? With those primitive
way of training?

3. I'll be honest, very few people have failed very few. But those were the peo-
ple that were not dedicated to their goals and their own future. Let me ask you,
how dedicated are you to your future career goals?

4. Are you already giving up? This is why I am here to make sure you get results.

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Notes:
5. I need to talk to my parents/brother/sister/partner/spouse!

1. If your spouse is like mine, they already know your here, and you've already
discussed your future career goals. They are only going to appreciate you for
finding such a an innovative program, that suits you best at this point of your
life. Why wait when we can start today?

2. Are you able to make small purchase decisions without discussing it with your
partner?

3. Well this is only a big investment considering many other expenditure we incur
with no return we make every month.

4. I wouldn't, don't tell them at all. Surprise them with a great improvement; it will
encourage them to do the same.

5. Is this something you want to do for yourself? Great has your spouse ever
stood in your way before? Let's get started!

6. I need to think about it!

(The best way to overcome the I want to think about it objection is to address it during
the presentation and demonstration. Whatever prospective members give as career
objectives, the sales person simply asks them how long they've been thinking about
accomplishing those objectives. Most prospective members say they want to build lan-
guage and response skills that suit their qualifications. A simple question to ask is, How
long have you been thinking about building professional language and response skills?
After they answer, follow up with, What do you feel will have to change in your life so you'll
stop putting off the decision to start practicing? After developing enough rapport with
prospective members, many of them will just admit they've been procrastinating and join
right there on the spot.)

1. What do you need to think about, let me get you all the info you need to think!

2. How long have you been thinking about reaching this "goal", let's not delay any-
more. Let's start today!

3. What's going to happen if you put it off for another three months? (When the
fear of more number of interview/professional rejections is greater than the de-
sire to save money, it creates a sense of urgency).

4. Let's think about it now, what don't you like. The center, the concept, me, the
training program, or the price.

5. If it was free, would you take it? So the problem is the price?

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Notes: 7. It's too expensive!

1. When you think about it, it's the price of a dinner each day. Can you come up
with that much each day?

2. Is there an unhealthy habit you can remove from your life to make room for
your futuristic goals?

3. How much do you spend going out each week? Can you stay home one night a
week, so you can afford your futuristic goals.

4. You know what, you deserve this. I am sure you work hard everyday and it
would be nice to treat yourself. Do it!

5. How much can you afford, I can make a package to suit your financial needs.

6. Do you know how much will be your yearly increment if you acquire these skills
along with your other qualifications?

7. How much did you spent for acquiring these educational qualifications? Dont
you think it is foolish to save money and spoil the sheen out of them?

8. There is always a reason not to spend money, there is no reason good enough
that should prevent you from reaching your goals and being healthy. Let's get
started!

9. Do you want to come back in a year when you have more money. What about
all the opportunities you are going to lose over an year?

10. How much is your future worth to you?

11. Do you always let money stop you from getting what you want? Let's change
that today!

12. Do you know that highly qualified people without matching English skills end up
as junior to their juniors?

13. Your 175 gram smartphone costs 17,500 rupees. That means Rs.100 per
gram. That means Rs. 100,000 per kilogram. Are you not averse to pay Rs.
100,000 for a mix of plastic, glass, and some ICs?

8. It's too complicated!

1. Do you mean the conventional classroom teaching methods, that look simple
and less complicated? It is less complicated for them and too complicated for
your future. You not only lose money and time, but also lose the golden oppor-
tunities.

2. When you first learned anything, it was complicated - for example walking as a
child, or riding a two wheeler for the first time. Then we start enjoying the fruits
of our efforts.

3. If I am your high-jump trainer, and you want to build a career on high-jump.


Suppose I always set a height that you can easily achieve, am I helping you or
limiting your future?

4. When you drive on the road, you overtake others by accelerating or by slowing
down? Accelerating might look complicated, but, you are with competent train-
ers.

5. As a professional, your future employer expect you to do many challenging


work. Do you think, practicing with latest in technology, that too under our guid-
ance is more challenging than that?

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Notes: 9. I want to wait until next year or till I get another interview call.

1. Can you learn cycling just the day before the cycle race? Ability to spontaneously
convincing others is a cognitive skills that has to be ingrained into your brain and
it must become part of your second nature. You must be proactive or you will be
lost in the race.

2. Dont you know that as the time goes by the chances of getting an interview call
become less and less? I think you cant take such huge risks with your future.

3. Interview skills are interaction skills. Do you think interaction skills are for
interviews alone? Your friends and family will appreciate the positive change
happening in you from this evening itself, if you enroll now.

10. I tried something like this. But it didnt work

1. Surprised to hear this because nothing similar to our innovation is existing in the
world. You might have seen somebody playing an illegally downloaded YouTube
video! Think yourself - is there a customization, that ensures you get what you
exactly want? Are there thousands of questions so that you are exposed to
uncertainties that you face in real situations? Are there a mix of personal and
professional questions? Is there content-based instruction? Please go through
the brochure again to realize what are you missing out by not enrolling.

2. Just go out and look around. You will see iron, steel, plastic, glass etc are
scattered around. Dont you know that the when the same materials processed
brilliantly it can become a BMW car? The benefit comes not only from the
material, it is in the designing, processing and delivering.

3. I am afraid somebody has tried to cheat you by claiming our type of packaging.
Therefore, it is important to look at the advanced features we have and what are
the primitive features the other product claim.

11. I dont understand this level of English.

1. If you want to play tennis, will you play with a 10 year old, and celebrate
victories? No way. You will pay with your age group. Then, winning is real
winning. Similarly, the level of English you experience in our program is the level
expected from your age group, and from people of your educational qualifica-
tions and career expectations.

2. We can always stuff all our students into one classroom and re-teach the school
grammar. We know that is the traditional way, and more convincing way. No-
body, including you will not question us. However, we know, if we do that we will
be ditching you and blocking your future. We are taking the risk on your behalf
by suggesting the right methods that will ultimately build your future and save
your hard-earned degrees. Some people might go out by seeing the level of
English. However, we know that they will have to come back to us at a later date.

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Notes: 12. I see that these interviews are NOT full of technical questions.

1. Most candidates fail in interviews and interactions not because they dont
know the answer. It is because they are unable to present the answer in a
professional way. Our objective is to ensure that you develop the abilities to
present your knowledge in the most appropriate way. Teaching your domain
knowledge, that you have already studied over many years cannot be taught
by us in few weeks.

In a specimen interview,

Elicit direct answers (Data/Information level)


20% to 40% questions
from the domain specialization.

Elicit Knowledge/Wisdom/Analysis level an-


swers from the domain specialization.
30% to 60% questions (Questions may not sound technical, but the
answers are about the way you handled
technical issues.)

Elicit detailed answers that reveal the per-


30% to 40% of questions
sonality of the candidate.

Elicit answers that describe the fitness of


10% to 20% of questions
the candidate for the job interviewed for.

2. What happens when you appear for a 4-wheeler driving test? You are asked
to write the English letter H. In the case of two wheeler, you are asked to drive
8. In real life, you never come across a situation where you might have to
write H or 8 on the road. The theory is that if you do the toughest in the
beginning the rest of the life will be easy. The principle is applied here. Once
you learned to crack these interviews, you will be able to manage even those
interviews where you dont know the correct answer.

13. What is the validity of your certificates?

1. Our certificate is an endorsement of true skills attained. It is recognized as an


additional qualification. However, the holder of the certificate seldom need to
present it as the abilities are already seen by the candidates behavior and
professional conduct.

13. Will you guarantee placement after the program?

1. It is natural that hands-on skill training centers have internship/employment


tie-ups. Heavy driving schools have some sort of tie-up with transportation
companies, commerce classes have tie-up with chartered accountants, medi-
cal laboratory technician training centers with hospitals etc. InterviewMax
fine-tunes the interaction skills of candidates from over 22 specializations. No
organization of our breadth can depth can have tie-ups.

2. Studies say, employment offer is the root-cause of corruption in many


training institutes. It is not only the exorbitant fees these institutes charge, they
lack quality education delivery (because, anyway, they are guaranteeing
placement!), And the students reluctance to learn (because, I already paid the
fees, that includes the guarantee for placement)

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Notes: 3.6 Best Practices

Ask any sales person - closing a deal when selling insurance, telephone, health
club memberships, automobile, mutual funds etc etc are not easy nowadays due to
the proliferation of companies in the market and the cut-throat competition.
The core difficulties come from the fact that there is no product innovation and
therefore, the companies struggle to differentiate themselves.

At InterviewMax, we see the difference, we have products and programs that are
innovative and different. They ensure results that are visible to everyone. Even
then, few people view objections to enrolment as the most difficult part of the entire
sales process for an InterviewMax executive. This is especially true if the objection
is viewed as an obstacle rather than an opportunity to help the prospect get the
results they are looking for. Here are some suggestions on how to handle Interview-
Max enrolment objections effectively.

Price objections can be one of the major type of objections. The following are the
best practices to handle those objections.
1. Wait for the right time Many people make the mistake of introducing price too early
in their sales conversations. Doing this means you get a lot more price objections than
youre supposed to. Before you decide to even mention it, you have to give some time to
your prospect. Sell them the benefits of joining the program first before you get on to the
question of price. This can help them realize the value of the program and make their
decisions from that. If you share the pricing information too early, you immediately move
on to the price issues, and you wont have the chance to let them know the value of the
deal.

2. Responses to the price objections are only in the end When you get a price
objection, avoid responding then and there. First, try to get some information as to why
the prospect is objecting to the price. Ask them what their concern is, so that they can let
you know all the objections they have. This will help you get a complete idea about what
is really going on. So, you can take some time and give an effective and positive response.

3. Give them confidence in the outcome If your prospect is objecting to the price of
the InterviewMax program, it could be because they are still unclear as to how they can
benefit from the deal. When you get this type of objection, ask them the question, If we
could help you speak fluently and build a better personality in six weeks, wouldnt that be
worth an investment? Putting it across like they are making an investment in their future
and to protect their hard-earned degrees can be a good way of convincing prospects that
they are doing the right thing.

4. Focus on selling the value When you still face price objections after explaining all
the benefits of the program, it could be because you have not sold the value as well as
you thought you did. Get back to what the prospect needs and why he/she thinks it is not
value for money. Try to help them articulate how much it is worth to them. If you can get
the prospect to understand the value of the deal and put it in financial terms, they will be
less resistant when it comes to pricing.

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Notes: In the section above, you have gone through the best practices to handle price objections.
Now, the following are the best practices to handle other objections.

5. Anticipating Objections - With the effective use of a needs analysis, always try to
anticipate objections early in discussions and demonstrations. Too many sales people
wait until objections come to them instead of trying to anticipate what they will be.
Eliminate the objections as you go along, and the enrolment process will be much easier.

6. Never Interfere and Rush with the Answer - Never rush your response to a
prospects objection. Hear them out. Listen, even if youve heard it a thousand times
before. Some salespeople often respond too quickly and actually will over-talk their
prospects in these situations. This will often create friction with the prospect which will
likely lead to them not enrolling for the program.

7. Repeat the objection back to your guest - This will buy you some time to think, plus
it will also show that you are interested in what they have to say. It will also help you to
be sure that you understand exactly what the guest is saying.

8. Treat it as a Positive signal - Dont forget that that an objection to joining the
program is many times a buying signal because the prospect still has questions. If they
had no interest in InterviewMax or in joining, why would they still be talking to you?

9. Confirm that the Interest is Real - If you think a prospects objection is just a
smokescreen, ask if they are interested in the program and in getting results. Smoke-
screen objections can be a real time waster for us, and even the most seasoned
professionals can fall into this trap. Some prospects will feel overpowered by a confident
sales person and their only escape is to create a false objection to joining the program.
A simple way to rid yourself of this problem is by further probing in order to make sure
that the objection to enrolling is genuine.

10. Experts Say, Three Objections are Very Natural - It is important to remember
that, statistically speaking, a minimum of three objections are needed before a person
will buy - after all they are parting with their own hard earned money . However, sales
people give up after the first objection without realizing that this person would have
joined the program if they had persisted a little more.

11. Voice of the Prospect - Listen carefully to objections you receive about enrolment
and let InterviewMax team know about them. They will hold valuable clues about the
prospect's needs and desire. A real objection can often reveal important information that
is worth noting because even if your prospect doesnt enroll on this occasion you may
know what buttons to push the next time you speak to them.

12. Be Proactive - The better explanations, demonstrations and the better your
interpretation of the captured recordings, the fewer objections you will hear its that
simple. Its important to give your presentation in a way that your prospect clearly
understands. This will help you avoid objections that arise from not clearly understand-
ing what you have said. Practice.

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4. English /Communication Programs at the InterviewMax Center

InterviewMax centers are for professional interview/interaction training. However,


Notes: they are allowed to conduct English/Communication programs for those who
attend the professional interview programs.

3.1 What is it? What is it not?

A. Building Accuracy & Fluency

If you speak English with a high level of accuracy it means you speak correctly,
with very few mistakes. If you speak fluently it means you speak easily, quickly
and with few pauses.

The ideal is obviously to speak accurately and fluently but that will come after
years of practice! The English/Communication program of InterviewMax is all
about how to become a more accurate and fluent speaker, the important thing is
to create a balance between the two.

A. Fluency

Out of the four language skills, Speaking is considered as the most essential skill
to be mastered. Oral language is a powerful learning tool, which shapes, Modifies,
Extends and Organizes thought.
Oral language is the foundation of all language development and therefore the
foundation of all learning. It is the basis for the other language strands like
Listening, reading & Writing.
- Martin Bygate (1987, Oxford)

Fluency in a language means speaking easily, reasonably quickly and without


having to stop and pause a lot. The tragedy is that even after studying in English
for over seventeen years, most people dont speak English fluently.

Visit the Espoir Technologies group website www.SpeakEnglishGym.com for


Experts advice on building speaking skills.

B. Accuracy

Speaking with a high level of accuracy means making very few mistakes. This is
easier said than done. So, what can you do to improve your level of accuracy
when you speak English?

Even native speakers make mistakes when they speak in their own language, but
they are always listening to themselves and correct themselves.

C. How does InterviewMax Build Fluency & Accuracy Together?

1. Worlds No.1 Spoken English Simu-


lation.
1 Fluency 2. Feedback / Evaluation
3. Practice yourself feature at over
6000 places in CBI English programs.

1. Words No.1 CBI


English/Communication Programs.
2 Accuracy 2. Customization.
3. Over 300 Interactive Tests.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
48

Notes: Tangible Deliverables:

Espoir Smart Communication Companion + Note


1 Before the program.
book

Interview recordings on CD/Pendrive (to be pro-


2 During the program.
cured by the candidate)

3 After the program Certificate

E. What is it?
InterviewMax believes, in this fast moving, impatient world, the ability to spontaneously
and effectively expressing ones knowledge is the most crucial factor in ones profes-
sional and personal well being.
Daniel Webster, 19th-century American statesman (Secretary of State), orator and
lawyer once famously said, If all my possessions were taken from me with one
exception, I would choose to keep the power of speech, for by it I would soon regain all
the rest.
Unfortunately, most of our degree holders never understand the value of this. For
those who understand this crucial success secret, and for those who happens to know
this, there is InterviewMax.
InterviewMax programs ARE FOR knowledge workers, executives and leaders - people
who use their knowledge in their profession and strive to improve their knowledge by
dissimilating and assimilating them through various means of communication.

The ideal is obviously to speak accurately and fluently but that will come after years of
practice! The English/Communication program of InterviewMax is all about how to
become a more accurate and fluent speaker, the important thing is to create a balance
between the two.

E. What is it not?

Our programs ARE NOT FOR call center workers, where the prime objective is to create
false impression of a foreign nationality while responding to the questions of natives
from those countries.
Or in other words, InterviewMax programs ARE NOT FOR mimic artists, their prime
responsibility is to mug-up scripts and deliver them in a fake accent.
As we focus on meaningful communication, our focus is more on the content, the
efficient use of which is going to shape the future of a professional. Even though we
provide the best way to understand and practice right pronunciation in meaningful ways,
we desist from using the artificial pronunciation software that create mimic artists
without helping them entering into meaningful communication.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
4.2 Program Structure

A Prospective Candidate Enters

5 Minutes Counseling Fill the Entry Form

Trial Simulation in Isolation


Not Joining.
Document the Reason
Brief Evaluation & Discussions Exit

Joins
Fill the Prime Form

1. Spoken English Simulation - B


1st ReAlize
3 Sessions of 1.5 Hours 2. Evaluation.
Re (1 Week)
3. Development of Action Plans

1. Advanced Tests

Learning 2nd RePackage


2. Learning from Common Errors
9 sessions of 1.5 Hours
Phase Re (3 Weeks) 3. Content-based Instruction.

1. Spoken English Simulation- IP


3rd ReAssert
2. Power Resumes.
6 Sessions of 1.5 Hours
Re (2 Weeks) 3. Practice Simulations - 6 Nos.

1. Spoken English Simulator - S


Ingraining 4th ReBoot
2. Evaluations
Phase Decision on duration after the
Re discussions.
3. Opportunity for Improvement

Student Receives the Certificate


4.3 Program Delivery

InterviewMax Re4M (Reform) Methodology for English/Communication Enhancement: 1st Re: Realize!
(3 sessions of 1 Hr. 30 Minutes to 2.0 Hrs each)
Day Topic Venue Objective Process For Facilitator

Candidate may select any


To give the candidate the first serious basic simulation from the Ensure the simulation hap-
Spoken English Simulation:
Computer attempt on a realistic spoken English list. Encourage him/her to pens followed by evalua-
Basic
conversational setting. talk in whatever way possi- tion.
1 ble.

To provide feedback and the first action


Section Intake: Action plan based on the
Computer plan on the major topics to focus: The need One-on-one discussions Facilitator takes the lead.
simulation.
to speak and body-language.
1. Interview
Preparatory Test. Candidate may select any
The candidate to implement the action
basic simulation from the Ensure the simulation hap-
2. Interview Spoken English Simulation: plans agreed upon the day before. And to
Computer list. Encourage him/her to pens followed by evalua-
Simulation Basic ensure that he/she seriously works on the
talk in whatever way possi- tion.
action plan.
2 ble.
3. Interview Practice
Sessions Action plan based on the To discuss on the positives and to further
simulation Computer decide on the major topics to focus: The One-on-one discussions Facilitator takes the lead.
4. Questions &
Insights need to speak and body-language.

Candidate may select any


The candidate to implement the action
Spoken English Simulation: basic simulation from the Ensure the simulation hap-
plans agreed upon the day before. And to
Intermediate or Intermediate Computer list. Encourage him/her to pens followed by evalua-
ensure that he/she seriously works on the
Plus. talk in whatever way possi- tion.
action plan.
3 ble.

Action plan based on the To discuss on the positives and to further


simulation: Consolidation Computer decide on the major topics to focus: The One-on-one discussions Facilitator takes the lead.
of Three Action Plans. need to speak and body-language.
InterviewMax Re4M (Reform) Methodology for English/Communication Enhancement. 2nd Re: RePackage!
(9 sessions of 1 Hr. 30 Minutes to 2 Hrs. each)
Day Topic Venue Objective Process For Facilitator

To build solid foundation on grammar Advanced test based on the Ensure that the test is
Advanced Test & CBI Lessons. Computer
rules/usages & vocabulary. feedback / common errors. done successfully.
1
To provide exponential improvement in Study and apply the usage Ensure that the test is
Study of common errors Classroom
conversational abilities. in another situation. done successfully.

To build solid foundation on grammar Advanced test based on the Ensure that the test is
Advanced Tests & CBI Lessons. Computer
rules/usages & vocabulary. feedback / common errors. done successfully.
2
To provide exponential improvement in Study and apply the usage Ensure that the test is
Study of common errors Classroom
conversational abilities. in another situation. done successfully.

Section Intake: To apply the learning acquired through


Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Computer simulations, advanced tests, & com-
1. Interview of his/her choice. done successfully.
mon errors.
Preparatory Test. 3
Action Plan based on the To analyze the progress achieved and Evaluation of the completed Analyze the progress and
2. Interview Computer
Simulation to develop further action plan. Simulations/Tests. suggest improvements.
Simulation
To build solid foundation on grammar Advanced test based on the Ensure that the test is
3. Interview Practice Advanced Test & CBI Lessons Computer
rules/usages & vocabulary. feedback / common errors. done successfully.
Sessions
4
4. Questions & To provide exponential improvement in Study and apply the usage Ensure that the test is
Study of common errors Classroom
Insights conversational abilities. in another situation. done successfully.

To build solid foundation on grammar Advanced test based on the Ensure that the test is
Advanced Tests & CBI Lessons Computer
rules/usages & vocabulary. feedback / common errors. done successfully.
5
To provide exponential improvement in Study and apply the usage Ensure that the test is
Study of common errors Classroom
conversational abilities. in another situation. done successfully.

To apply the learning acquired through


Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Computer simulations, advanced tests, & com-
of his/her choice. done successfully.
mon errors.
6
Action Plan based on the To analyze the progress achieved and Evaluation of the completed Analyze the progress and
Computer
Simulation to develop further action plan. Simulations/Tests. suggest improvements.
InterviewMax Re4M (Reform) Methodology for English/Communication Enhancement: 2nd RePackage (Contd)!
(9 sessions of 1 Hr. 30 Minutes to 2 Hrs. each)
Day Topic Venue Objective Process For Facilitator

To build solid foundation on grammar Advanced test based on the Ensure that the test is
Advanced Test & CBI Lessons Computer
rules/usages & vocabulary. feedback / common errors. done successfully.
Section Intake: 7
To provide exponential improvement in Study and apply the usage Ensure that the test is
1. Interview Study of common errors Classroom
conversational abilities. in another situation. done successfully.
Preparatory Test.

2. Interview To build solid foundation on grammar Advanced test based on the Ensure that the test is
Advanced Tests & CBI Lessons Computer
Simulation rules/usages & vocabulary. feedback / common errors. done successfully.
8
3. Interview Practice To provide exponential improvement in Study and apply the usage Ensure that the test is
Study of common errors Classroom
Sessions conversational abilities. in another situation. done successfully.

4. Questions & To apply the learning acquired through


Candidate to attempt a topic Ensure that the test is
Insights Spoken English Simulation Computer simulations, advanced tests, & com-
of his/her choice. done successfully.
mon errors.
9
Action Plan based on the To analyze the progress achieved and Evaluation of the completed Analyze the progress and
Computer
Simulation to develop further action plan. Simulations/Tests. suggest improvements.
InterviewMax Re4M (Reform) Methodology for English/Communication Enhancement. 3rd Re: ReAssert!
(9 sessions of 1 Hr. 30 Minutes to 2 Hrs each)
Day Topic Venue Objective Process For Facilitator

To apply the learning acquired through


Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Classroom past simulations, advanced tests, &
at random. done successfully.
analyzing common errors.
1
To analyze the progress achieved and
Evaluation of the completed Analyze the progress and
Self /peer evaluation Classroom to identify opportunities for
Simulations/Tests. suggest improvements.
improvement.
To apply the learning acquired through
Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Classroom past simulations, advanced tests, &
at random. done successfully.
analyzing common errors.
2
To analyze the progress achieved and
Evaluation of the completed Analyze the progress and
Self/peer Evaluation Computer to identify opportunities for
Simulations/Tests. suggest improvements.
Section Intake: improvement.
To apply the learning acquired through
1. Interview Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Computer past simulations, advanced tests, &
Preparatory Test. at random. done successfully.
analyzing common errors.
3
To analyze the progress achieved and
2. Interview Action Plan based on the above Evaluation of the completed Analyze the progress and
Computer to identify opportunities for
Simulation three Simulations. Simulations/Tests. suggest improvements.
improvement.
3. Interview Practice To apply the learning acquired through
Candidate to attempt a topic Ensure that the test is
Sessions Spoken English Simulation Classroom past simulations, advanced tests, &
at random. done successfully.
analyzing common errors.
4
4. Questions & To analyze the progress achieved and
Insights Evaluation of the completed Analyze the progress and
Facilitator Feedback Classroom to identify opportunities for
Simulations/Tests. suggest improvements.
improvement.
To apply the learning acquired through
Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Classroom past simulations, advanced tests, &
at random. done successfully.
analyzing common errors.
5
To analyze the progress achieved and
Evaluation of the completed Analyze the progress and
Facilitator Feedback Computer to identify opportunities for
Simulations/Tests. suggest improvements.
improvement.
To apply the learning acquired through
Candidate to attempt a topic Ensure that the test is
Spoken English Simulation Computer past simulations, advanced tests, &
at random. done successfully.
analyzing common errors.
6
To analyze the progress achieved and
Evaluation of the completed Analyze the progress and
Facilitator Feedback Computer to identify opportunities for
Simulations/Tests. suggest improvements.
improvement.
InterviewMax Re4M (Reform) Methodology for English/Communication Enhancement: 4th Re: ReBoot!

To be decided after analyzing progress of the candidate by the end of the Learning Module.

From Date To Date Topic Remarks

Section Intake:

To Ingrain the
Professional Skills
that Ensures Dream
Jobs and the Ability to
Preserve Excellent
Careers.
55

5. InterviewMax Products

5.1. List of Products: Besides conducting InterviewMax Interview Success and


Notes: English/Communication Programs, the InterviewMax franchisee partner is the
exclusive agent for the sale of InterviewMax software products in the territory.

The following is the partial list of the products that are available or planned in the near
future. Please refer to the InterviewMax website and cross-check with the Interview-
Max team regarding the availability.

Mechanical Engineering
Electronics/Telecommunications
Engineering Civil Engineering
Electrical Engineering
Computer Science

Marketing Management
Operations Management
Management Financial Management
Project Management
Human Resources Management

Oracle, PL/SQL
Java
Technology .Net/SQL Server
Software Testing
Networking

Cost Accountancy
Others Law
Hospitality

5.2. Prospective Customers: The prime objective of the franchisee partner is to conduct
the Interview Success Programs. However, on unavoidable circumstances,we allow the
prospects to own our software.

1. Those candidates who wants to practice at home and use the InterviewMax
center only for evaluation and feedback.
2. Candidates who have already completed the program and needs additional
practice.
3. Prospects who cant visit our center due to personal issues.
4. Prospects who is a resident of a place where there is no InterviewMax center.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
56

Notes: 5.3. Blacklisted Customer groups: Selling InterviewMax programs to the following
customer groups are not allowed.

1. Other training centers.


2. Un recognized educational institutions. (Recognized educational institutions can
opt for InterviewLabPro package.)
3. Associations, Clubs, NGOs etc.

In case of any clarifications related to any specific instance, please contact InterviewMax.

5.4 Delivery of Products: Products will be delivered directly by InterviewMax to the


customer.
1. InterviewMax is free to deliver the software at the appropriate medium.
2. Safety of the hardware locks is customers responsibility.

5.5 Warranty/Guarantee: Products will be delivered directly by InterviewMax to the


customer.
1. InterviewMax is responsible for the warranty of the products according to the
warranty policy of the company.
2. Free replacement of the product during warrantee period.
3. Franchisee partner need not entertain any delivery/quality related communica-
tion.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
57

6. InterviewlabPro: Products & Programs for Institutions

6.1. Prospective Customers: InterviewLabPro is a dedicated package especial-


Notes:
ly make for recognized professional institutes in Engineering, Technology &
Management.

For details: visit the website, www.InterviewLabPro.com

6.2. How is Product Bundle Delivered? For educational institutions, products are
bundled in the following way:

InterviewLabPro skill-building bundles for professional colleges:

Professional Interview Simulator for Engineering


+
Engineering Colleges Spoken English Simulator
+
Smart English thorough Technology & Science

Professional Interview Simulator for Management


+
Management Institutions Spoken English Simulator
+
Smart English through Management Ideas

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
58

Warranty/Guarantee: Products will be delivered directly to the institution or to the


Notes: InterviewMax center. Installation will be done by the expert from the InterviewMax center.
Espoir team will guide the process through team-viewing or by telephone.

1. InterviewMax is responsible for the warranty of the products according to the


warranty policy of the company.
2. Free replacement of the product during warrantee period.
3. Franchisee partner need not entertain any delivery/quality related communica-
tion.

6.3. How are Programs Delivered? Franchisee partners can engage with professional
institutions in the following ways:

Proposed Package Methodology

1. College doesnt buy the software.


Contract for the Interview +
2. InterviewMax center conduct the pro-
Communication training of
1 gram at the college.
the students in the cam-
3. Customize programs.
pus.
4. Fees per student.

1. College doesnt buy the software.


Contract for the Interview + 2. InterviewMax center conduct the pro-
2 Communication training of gram at the center.
the students at the center. 3. Customize programs.
4. Fees per student.

1. College buys & Installs the software.


2. InterviewMax center trains the faculty
members of the college.
3 Program + Faculty training. 3. College Customizes programs time
to time.
4. Support the college with faculties if
required.

1. College buys & Installs the software.


2. InterviewMax provides faculty.
3. College Customizes programs ac-
4 Program + Facilitator cording to their requirements time to
time.
4. Charge for the faculty.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
59

Notes: 6.4 Way to Approach to Conduct Demonstrations

Specimen e-mail scripts to be sent to colleges

A. For Engineering /Technology Colleges / Institutions

Subject: A Time to Act! Professional Interview Simulators for Your Engineering College.

It is a fact: When engineering graduates dont speak like engineers, interviewers dont
take the risk of selecting them.
The whole teaching efforts look like a line drawn upon water when we see the way
engineering graduates fail to demonstrate their knowledge!
Failures of lakhs of students reveal that, Smartly Responding on the Spot in
viva/interview is not a skill that can be acquired by traditional methods.
Like swimming or car driving, such skills must be ingrained to the students and must
become part of their nature. It calls for innovative methods.
As you know innovation is the only way for educationists like you and the institutions like
yours to make a mark in this competitive environment.
We are the only company that has a series of innovations in this line: For example,
Realistic Professional Interview Simulators for various branches of Engineering,
Professional English skills through Technology & Science
Spoken English Simulators, etc.
I write this to seek an appointment with you. I guarantee that experiencing this innovation
will be one of the most memorable moments of your professional life.
Waiting for your appointment,

..
(Director)

(Attach Engineering PDF)

A. For Management /Commerce/Liberal Arts Colleges / Institutions

Subject: A time to Act! Professional Interview Simulators for Your Management Institute.

It is a fact: When MBA graduates dont speak like management professionals, interview-
ers dont take the risk of selecting them.
The whole teaching efforts looks like a line drawn upon water when we see the way
management graduates fail to demonstrate their knowledge!
Failures of lakhs of students reveal that, Smartly Responding on the Spot in
viva/interview is not a skill that can be acquired by traditional methods.
Like swimming or car driving, such skills must be ingrained to the students and must
become part of their nature. It calls for innovative methods.
As you know innovation is the only way for educationists like you and the institutions like
yours to make a mark in this competitive environment.
We are the only company that has a series of innovations in this line: For example,
Realistic Professional Interview Simulators for various areas of management,
Professional English skills through Contemporary Management Ideas
Spoken English Simulators, etc.
I write this to seek an appointment with you. I guarantee that experiencing this innovation
will be one of the most memorable moments of your professional life.
Waiting for your appointment,

..
(Director)

(Attach Management PDF)

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
60

Notes: Demonstration in a Management/MBA College

Meeting with Principal / Director / Training & Placement Officer:

1. Introduce yourself (30 seconds)


2. Interviewers and college authorities alike complain that the current process of
Communication and Interview Trainings are not giving any results. I am here to
tell you how a patented innovation can help your college and your students.
3. Students think, somehow someday they will get a job. They think too high about
themselves. They dont listen to teachers. Therefore, the need of the hours is to
have MIRRORs that can show their true self.
4. Our company Espoir Technologies, with development centres at Oxford, Eng-
land and Ann Arbor, Michigan, United States is Worlds No.1 in whatever we do.
5. We are allowed to give these programs to only 50 institutions in central India.
This is an opportunity for you to be one among the premier institution who owns
an Interview Simulation. At present we have some special schemes too.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Demonstration - Flow

Ask Question/Make Statements Usual Response from Students Continue to talk these Points

I am going to tell you certain things


Good morning everybody. I am
others may not tell you.
..................... (Tell your brief career
Forget your academics records so far,
history) I am not here to take any
1 class. I am here to share my indus-
Students greet, Good morning forget your background, in the end of
this session you are going to think that
trial experience that might help you
today is the first day of the rest of your
to build a wonderful career and life.
life.

Almost all students raise their


I appreciate your enthusiasm to enter
hands. A couple of them might say
into corporate sector- a good way to
that they are not interested as they
Those who are looking for a good learn and earn. Industry is growing at
are going to join family business, or
2 job with an excellent salary Raise
going for higher studies. Tell them
never before pace. Interesting fact is
your hands. that companies are ready to pay very
that their situation is more chal-
high salary to the deserving candi-
lenging and they must pay more
dates.
attention.

In the morning, when you plan to


come to college, you know what you
However, can you tell me how to get should do to reach college: Getting
Most probably silence.
into a good company? With a good out of the house, taking a transporta-
3 salary and potential for promotion or
Few students might tell hard work
tion etc, etc.
& subject knowledge.
to travel abroad? If you dont know how to reach the
college, probably you dont reach col-
lege at all.

It is commonsense! To reach any-


where, we should know how to
4 reach there. At least, that is the first
Students agree.
step. Do you agree with me?

Unfortunately, that rarely happens. Do


you know where most students? Un-
Unfortunately, most students think
employment or more severely unem-
Someday, Somehow from Some-
5 where, Some Company will give me
Students / management agree. ployment. Under-employment is more
frustrating. That leads to a tricky situa-
Some job. Am I correct?
tion. No-money-of-your own, No
Friends of your own, situation.

Presently, most of you might be get-


However, the need for money and the
ting financial support from your par-
need to appreciation and respect con-
ents. But there is a limit. Financial
tinue to increase. Clothes, handset,
and psychological. Do you agree
6 with me? At the age of 25 or 26,
Students agree. travel, entertainment. When a person
cant catch up with realities, he or she
dont you think it is a shame to ask
might get into Frustrations, Depres-
parents for movies, travel and phone
sions.
charging?

Do you know the price we pay for


this? Have you heard about The And, agony doesnt end there. For ev-
Lancet Journal? Lancet is the ery successful suicide, there are over
worlds No.1 medical journal. The 10 suicide attempts and over hundred
7 study is an eye-opener. One third of Silence drug addicts and alcoholics. The root
worlds suicides are happening in cause is this: one day most people
India, and majority of them are from realize that their dreams are shat-
the age group (18 to 29) over tered.
90,000 people!
Demonstration - Flow (Contd)

Ask Question/Make Statements Usual Response from Students Continue to talk these Points

You have studied for over fifteen Smart people learn from others mis-
years to build a good life. Am I right? takes. Whatever situation you are in at
8 Your parents and well wishers are Silence in agreement. present. If you are positive and deter-
looking for your growth, prosperity mined, you can build and re-build an
and not frustrations. Am I right? excellent career and life.

And I want to remind you that nobody


I am coming back to my original
answered that question. How to get a
9 question: How to get a good job in Nobody answers this question.
good job in an excellent company?
an excellent company?

Student 1: Person with knowledge. Thanks for the answers. However,


Or, I would like to ask the same
Student 2: Hardworking person. even though these traits are neces-
10 question in a different way: Can you
Student 3: Good communication sary, these are not the qualifications,
tell me who gets the job?
person. that ensure a good job.

Your fifteen years of education is


judged by a job interview that might
Then what are they? Can anyone last about fifteen minutes! Those peo-
11 Students murmur, or keep silence.
tell me? ple who are able to impress interview-
ers within these fifteen minutes get the
job.

As you know, interviewers have This is very important. And, this is the
choice. They can select you or the only way to success in an interview.
12 other person. Then how to make the Students murmur, or keep silence. How to make the interviewer crave
interviewer crave to get you as an to get you as an employee in their
employee in his or her company? company?

As you know, interviewers are also


Do you think an interviewer will sacri-
employees of the company. Making
fice his/her career by selecting you?
a mistake in selection is very deadly
13 Students keep silence. Of course not. Then how to create
to most companies and can affect
that craving in the minds of an inter-
interviewers career. Interviewers
viewer?
are very careful, or even scared.

Before me telling you those secrets,


I will tell you the secrets: What goes
shall I ask you a question. Do you
through an interviewers mind when
know that nowadays, most people ap-
they meet you. If you meet these
14 Students say Yes. pearing for an interview have almost
expectations, then interviewers run
same qualifications and same level of
the extra mile to ensure that you are
domain knowledge? Yes. That is the
selected. Want to hear them?
fact.
Demonstration - Flow (Contd)

Ask Question/Make Statements Usual Response from Students Continue to talk these Points

Do you know that interviews are


You cant impress an interviewer with
NOT technical quiz competitions.
qualifications and certifications. They
Somehow uttering key words of the
Students keep silence with no an- have already rejected thousands of
15 correct answers wont inspire the
swer. certificate holders during the CV stage
interviewer to compile the sentence
itself! Then how to make interview-
and appreciate your knowledge. As
ers crave to somehow select you?
in the case of a viva examination!

1. Can you do the job?


2. Will you love the job?
Now I will tell you the secrets. Inter-
3. Will you fit well in the team?
viewers mind is filled with the follow-
Students keep silence in anticipa- 4. Are you presentable to our Bosses
16 ing questions. If you are solution for
tion. & Clients?
those question, they will run the ex-
5. Are you a risk?
tra mile to select you.
If all the answers are positive,
6. How much will you cost us?

Interviewers get convinced only by


observing you. You must look be- Because they were not lovable. If
lievable then they will think you are someone should love you, you should
Students laugh. Wait for the an-
17 employable. You know that many be loveable. Similarly, for interview-
swer.
boys get slaps on their cheeks for ers to believe you, you should be be-
telling I love you. Do you know lievable.
why?

Interviewers look for your belief in


If you dont believe in yourself, how
yourself - through every word and
can the company believe you with an
18 move of yourself. The crucial ques- Students keep silence.
important project? The question is
tion is: If you dont believe in your-
very serious.
self, why should anybody else?

Therefore, in each answers for the


above questions, what you demon- If you are loveable, you express it in
strate is your belief in yourself. Even thousand ways. Others feel it in thou-
technical questions are actually HR sand ways. Similarly, if you are em-
questions. They judge your per- ployable, you demonstrate it in
19 Students keep silence.
sonality even when you answer thousand ways. Remember, for ANY
technical questions. Because the question interviewer ask you, you
team-building and project-execution are answering to all those FIVE
are influenced by the way you tell questions AT A TIME.
the right answer.

Can you mug-up all the answers? Becoming the right person is the solu-
Can you mug-up and practice body- tion. Become the person that compa-
language for every occasion? Can nies crave to employee, colleagues
20 you mug-up your conduct and be- Students wait for answer. love work with, bosses compete to
havior? It is not possible unless you have in their teams, and of course the
are a great actor. Then what is the most eligible person in the marriage
solution? market.

1. Your Answering Reflex.


2. Your ability to think on your feet.
Anywhere, any time, on any occa-
3. Your ability to answer googly
sion, your belief in yourself is
technical questions in your own
21 demonstrated in five characteris- Students wait for the answer.
words.
tics. Do you know what are they?
4. Professional language.
5. Attractive, no-jerk bodylang-
uage.
Demonstration - Flow (Contd)

Ask Question/Make Statements Usual Response from Students Continue to talk these Points

Sachin Tendulkar could handle any


ball thrown at him. As long as it is ball,
Do you know what is the difference bat and cricket, he could outsmart the
Students keep silence with no an-
22 between other batsmen and Sachin bowler. Similarly as long as it is an
swer.
Tendulkar? interview, questions and your domain
areas, you should be able to handle
any googly questions.

I will repeat the five characteristics


where you demonstrate your smart-
ness. That is, These are the skills that must be-
1. Your Answering Reflex. come second nature to you, so that
2. Your ability to think on your feet. these skills will available to you at
3. Your ability to answer googly you whenever it is needed. That is,
technical questions in your own during any sort of interactions: Vi-
words. va, Interviews, or any other profes-
Students keep silence in anticipa-
23 4. Professional language. sional or personal interactions.
tion.
5. Attractive, no-jerk body-language.
THESE ABILITIES MUST BECOME
These skills cant be acquired by PART OF YOUR REFLEX.
usual methods, that ordinary col-
leges offer - like interview train- And Reflex cannot be acquired by
ing, communication training and mugging-up.
mock interviews. Do you know
why?

And make NO MISTAKE! Only per-


fect practice help you ingrain those
Have you heard the saying, Prac- key skills.
tice makes you perfect? That is not You will feel it. Your friends will see it
24 Students sit stunned.
true. Only PERFECT Practice Can in you. Your teachers will observe in
Make You Perfect! you and your parents will admire in
your. All others will be jealous of you.
How to achieve that?

You can achieve them only by per-


fect practice. A type of practice
that no ordinary communication
program can provide, no crash I will proceed to the demonstration by
25 Students look with anticipation.
course can provide, no mock-in- telling about a short new report.
terview can provide. That is Simu-
lation-based Interview Success
Programs.

There was an article in Times of In-


This is what is happening with most
dia about automobile accidents:
students appearing for interviews. Let
me ask you a question.
100% of ill-fated drivers knew the
26 Students sit stunned.
location of the brake, function of
What is the use of knowledge, if
the brake, how to apply the brake,
you cant apply it at your dire mo-
when to apply the brake... but
ment of need?
COULD NOT APPLY the brake.

And many people think that I would See the demonstra-


build these skills when it is required.
27
Unfortunately they will never do that.
Students sit stunned.
tion. See how you
They ruin their lives.
BECAUSE TOMORROW IS BUILT can build an excel-
TODAY. lent future!
After the Demonstration

Ask Question/Make Statements Usual Response from Students Continue to talk these Points

Before we wrap up. I would like to Therefore, when you actually get an
tell you few things that are very im- interview call, can you take the inter-
portant. One. Naukri.com and other view lightly? Can you go with mock-
Internet job sites have more than Students keep silence with no an- interview preparation?
1
One Crore resumes in their data swer. Surveys say, the people who prepare
bank. are getting excellent job s with excel-
You must be lucky to get an inter- lent salaries, promotions and foreign
view call! trips.

Second, what is happening to peo-


ple who dont prepare themselves?
According to The Economic Times, Students keep silence in anticipa- We didnt study for a degree for hiding
2
70% of MBAs are hiding their qualifi- tion. that degree.
cations to somehow get into some
job, some-where in some company!

These are my concluding remarks:


Most colleges only talk about innova-
tions in education. Their innovation
1. Unless you package & present
ends in constructing some stylish
yourself like an MBA, No compa-
buildings.
ny is going to recognize or value
your MBA.
I hope this college is different and will
3 2. It is important to make answering Students listening.
embrace true innovation that can build
abilities part of your nature or
true leaders in your college.
reflex.
3. The only way to do that is to
I hope you will get the opportunity to
practice on Espoir Smart Inter-
build your future using innovations like
view Simulator. THERE IS NO
Espoir Smart Interview Simulation.
OTHER WAY!
66

Notes: Phone Scripts for Engineering / Management Colleges

1. Objective: This section describes how to talk over phone to get appointment
with the decision makers of the institution.

2. Note: InterviewMax programs are designed in such a way that the main revenue is
realized from training career seekers, career changers, and other people from public - not
by selling products For details, please refer to the document on 12 Customer
groups/Segments. Educational institutions are only one among the Twelve.

Yet working with the professional colleges in your locality gives you a strategic advantage
due to the following three reasons:

Build awareness. Students are dreamers. They dream someday, from some-
where, some company will appear and will give me some job, somehow. It
requires teachers push to bring them to the realities of the competing world.

It brings a lot of prestige and authenticity. To say that in our area only these
colleges and our center have interview simulators and spoken English simula-
tors. And sales add revenues in the beginning.

Reference. As institutions will not be able to give enough personal time to


individual students, they will approach the InterviewMax center.

It is important to thoroughly understand the details of InterviewLabPro packages


from ILP brochures and the website www.InterviewLabPro.com

What are the crucial factors that is in favor of Introducing InterviewMax /Interview-
LabPro solutions in Professional colleges?

Every academician is aware of the key deficiencies among students in Inter-


views and Viva examinations (as described on www.InterviewLabPro.com).

The infrastructure (the computer set-up) required to run the InterviewLabPro


programs are already available with most colleges. (They have Language labs,
with no benefit to anybody)

Colleges spend around Rs.1500 to Rs.4000 per student to conduct short-term


soft-skill training programs to external trainers. They appear for few days and
disappear. Students dont get benefited from this and nobody has even thought
of an alternative!

The Three Sure-Fire Benefits Only InterviewLabPro can Offer:

Saves Money: Monetary benefits from the first year and for every year. Inter-
viewLabPro is a one-time investment.

Students & Teachers Benefit: Positively develops Interview and Viva skills like
no other programs can - thanks to path-breaking innovations.

Builds Professional Culture: Ingraining soft-skills cannot be a Part-time job


of Somebody. It must be Part of the full-time job of everybody. For example,
nobody can out-source their personal hygiene.

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67

Notes: A. Phone scripts for Appointment

Key Im not here for selling anything. I am here to describe an


Approach: innovation that will differentiate your institution, build higher
reputation and accelerate growth while saving money.

Script 1. Based on the feedback received from ex-students / current students

I am .., representing Espoir Technologies, we are worlds


No.1 in education related innovations.

I am calling you because of an important reason. Recently, I happened to meet few


of your ex-students and current students. We have some valuable feedback received
from them about your college that they might not dare to tell any of your senior
professors directly. I want to discuss these issues with you. And, we can together
find solutions for all these issues raised by your students.

When we meet Ill show you how our patented innovations will get you the results
youd like to see. Now, can we meet on Monday, or would Friday be better?

Script 2. Based on the need to be an academic leader and the pride of innova-
tions

I am .. , representing Espoir Technologies, we are worlds


leader in education related innovations.

I see from your website that you believe in innovations and want to be the leader in
this area. However, when we speak to your students, they say there are no much
innovations. Why dont we together introduce certain path breaking innovations in
your college?

Being perceived as a leader in innovation in academic circles is important to you,


professor, isnt it?

(Pause for two seconds)

And, dont you think it will be of double advantage if these innovations raise the
reputation, save money while improving the prevailing culture of the college?

Script 3. Based on the need to counter competition and build academic repu-
tation

I am .. , representing Espoir Technologies, we are worlds


leader in education related innovations.

You are aware of the competition in Engineering (or Management as the case may
be) education. The only way to become successful is to build quick reputation for your
institution. I mean quick because you cant wait for a slow growth. We have certain
innovations that will help you build reputation while saving a lot of money.
I would like to meet you to discuss about this.

When we meet Ill show you how our patented innovations will get you the results
youd like to see. Now, can we meet on Monday, or would Friday be better?

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68

Notes: B. Quick Responses to Prospective Customers Possible Objections

1. Your price is too high.

Our price may look high at first. When you look a little deeper, you will
realise its not high enough for what it does. (Show calculations)

As a matter of fact, you will get 100% return on investment in the first year
itself, notwithstanding the reputation and the prestige our solution brings to
your institution.

Also, you will be using your resources more effectively, and you are going
to improve the overall culture of the college.

Dont you think everyone in the academic circles going to appreciate you
personally for this?

2. Im too busy to talk with you.

The fact that you are busy is the main reason we want to speak to you. Only
busy people understand the value of efficiency and effectiveness that our
innovation is going to provide to your institution.

In my opinion, you being busy is the right person to implement and take
credit for innovations that implemented in your college for best results.

3. Im too busy. Talk to our Placement Officer first.

I know how busy you are. Suppose you receive a letter marked personal
and confidential would you allow your Placement Officer to open it?

I want to talk about an innovation that is personal and confidential


because, leaders like you only will realise the critical value it adds or
multiplies- to your institution.

4. Its too complicated.

I am surprised to hear that. You know, in the beginning, many people


thought Android phones were too complicated. You and I know it is very
simple.

Once your team have used our innovative solution for a while, you would no
more consider going back to the age old systems.

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69

Notes: B. Quick Responses to Prospective Customers Possible Objections (Contd)

5. I dont want to take big risks.

Telling you the fact, it may be more risky for you not to implement our
innovative solutions.

What is the price you may pay for lowering reputation, lowering placements,
and lack of professional culture in a professional college? What is the price
you play for poor communication skills among your teachers? What is the
price you pay for not updating yourself to new technologies that are
imperative to ensure growth?

6. I want to wait until next year.

Sir, if your closed ones needed medical care, would it put it off to another
time?

Of course not!

I know you treat your students as your children and the college as your
home. You know the short-comings they face and cut-throat competition
outside.

Then why delay a decision on this? Let us implement it now so that one
more batch of your students and teachers will get benefited from your
decision.

7. I only buy Indian products.

Pythagoras or Albert Einstein were not Indians, still we learn their theorems
and apply them in our Indian conditions and to solve Indian problems.

Our innovative solutions are perfected abroad with Indian requirements in


mind. Youll be surprised to see how your students and teachers get
benefited from these Indianised innovative solutions.

8. I tried something like it, but it didnt work.

I am surprised to hear that because there is nothing like our products


existing on earth and you have not tested our product before.

I can assure you that what we are offering is as different as night and day
from whatever product you have seen in the past.

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70

Notes: B. Quick Responses to Prospective Customers Possible Objections (Contd)

9. Your competitors product is better.

Our products are patented and unique. Therefore there is no competing


product to do an apple to apple comparison.

If anybody tried to mislead you with false promises, could you compare
those promises with what we have already implemented on our products
and solutions?

10. We expect hard times ahead.

Thats exactly the reason why we recommend buying now, so that you will
be able to meet the hard times head-on with an undue advantage.

With our innovative solutions and continued support, you will be able to
attract and motivate students, parents and teachers. You will be able to
spring a surprise result when everyone else gropes in the dark.

11. Your product is too new.

That is exactly the reason, we are here. In a fast changing world, only the
smart people understand the potential of the new innovations. No wonder
they reap the benefits.

At one time the telephone was new, the computer was new, the automobile
was new.

Some visionaries took advantage of these innovations and tools, and most
of these institutions prospered.

Other people clung to old methodologies and outdated tools, and most of
these organisations failed.

12. Im not interested.

You know, at some point, you were not interested in buying a new car. At
some point, you were not interested in buying a house.

But, as you learned more about cars and houses, your interest level rose,
and when the time was right for you, you bought.

I am not asking you to buy something today. I am only asking you to listen
to a proposal that is going to greatly benefit not only you but also your
institution as a whole.

May I explain to you some of the many benefits of our innovative solutions?

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71

Notes: B. Quick Responses to Prospective Customers Possible Objections (Contd)

13. We are very satisfied with what we have now.

I know what you are saying.

You dont like to change without good reasons, correct?

I understand and respect that.

Let me give you some solid reasons why more and more educationists and
visionaries switching to our innovative solutions.

14. I have to think it over.

You should think it over, sir/madam.

Whenever there is an opportunity to save money, build a great reputation


for your college and to help build your students future, you should give a
great deal of thought.

But, you know, there are great many things we can think about and always
come up with the same answer.

For example, if I asked you the colour of your car, whether you think it over
for 10 minutes, 10 days or 10 weeks, youll always come up with the same
answer.

In the same way, you can think about this proposal for 10 minutes, 10 days
or even 10 weeks.

Youll always come to the same conclusion: that its never a mistake to save
money, build reputation and to help students in a way nobody else can.

15. I need to talk to my management about it.

As you have seen, this is a unique and patented solution. One must
experience it and see how students using it to understand the full potential.
And, you need the original software installed on your computer for this.

You are a busy person and it might take a lot of time to understand our
presentation. I can save your time and I am paid to do this.

All you need to do is introduce us and Ill do the rest.

Lets set up a time for me and him/her to get together.

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72

Notes: B. Quick Responses to Prospective Customers Possible Objections (Contd)

16. Why should I buy from you when I can get a similar product for much
less?

As you have seen, this is a unique and patented solution similar products
are not available. I know what you are comparing to as similar product
that is the short-term training programs of these so called soft-skill,
interview trainers.

You know what is the damage they do to your students, faculty and to the
overall culture of the college.

(Explain the differentiations as in the ILP brochure)

C. Brushing-Up. (Answers are given on websites)

1. What is simulation in education and training? Why should we use


simulation technology?

...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
................................................................................................

2. Why do Traditional Interview Training Programs ditch both students


and the college?

...........................................................................................................
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...........................................................................................................
...........................................................................................................
...........................................................................................................
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73

Notes:
3. Why is it important to expose Unconcsious Incompetence in a tactful
manner?

...........................................................................................................
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...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
................................................................................................

4. What is Synthesis Thinking? Why is it crucial in professional interactions?

...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
................................................................................................

5. Our people score very high in English grammar and spelling


examinations. However, they cant convincngly tak. Why?

...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
................................................................................................

6. Why Speaking is the only way to learn Writing and Reading?

...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................

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74

Notes:
7. Write down TEN key complaints that Interviewers and Viva-voce
examiners have against the way students respond?

...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
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...........................................................................................................
...........................................................................................................
...........................................................................................................
...........................................................................................................
And What are the Key Reasons for This Predicament?
...........................................................................................................
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75

Notes: 8. Write down TEN key points that Interviewers and Viva-voce
examiners insist to implement in professional colleges?

......................................................................................................................
......................................................................................................................
......................................................................................................................
......................................................................................................................
......................................................................................................................
......................................................................................................................
......................................................................................................................
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......................................................................................................................
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..............................................

And Why the Current Methodologies cant esnure these Experts


suggestions?
......................................................................................................................
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..........................

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76

7. Conducting Programs Outside the Center

Notes: On many occasions, InterviewMax centers are asked to conduct the programs outside of
the center. This section describes the situations, opportunity and the methodology to
successfully conduct the program.

7.1 Prospective Customers

1. Educational institutions, especially schools, arts/science colleges who dont have


a solid plan to own software.

2. Organizations, Clubs, etc as part of their membership programs.

3. Governmental and Non-Governmental Organization.

4. Teachers communication training at various primary schools, English medium


schools.

7.2 Program Delivery

1. As InterviewMax programs are flexible and can be customized to various practi-


cal needs, partners are encouraged to understand the local customers' require-
ments and customize them to meet unique needs.

2. Partners can add other programs along with InterviewMax programs to meet a
customers specific requirements. For example, Personality development, Nego-
tiation skills, Teacher communication, Parental communication etc.

3. Programs can be delivered in one-on-one, small team or in class room environ-


ments.

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77

8. Marketing

8.1 General Guidelines


Notes: Before reading further, we suggest you to watch the YouTube video by inputting the key
words Volkswagen + Safe Happens.
Volkwagen Jetta had an amazing safety rating back in 2006 in that segment. However, the
marketing team realized that just the listing out of all those different safety features,
technical specifications and great ratings were not catching peoples attention. And of
course they were not going to drive sales.
Volkswagen wanted to show what their car was all about. Therefore, they created a
commercial that showed a driver and passenger chatting on a daily commute. During this
normal conversation, a truck comes out of no where and hits their Jetta. The air bags
deploy and flash forward. Then you see the two men shocked and out of breath but they
are both physically safe and healthy. The tag line Safe Happens then flashes across the
screen.

The video commercial is so real and so gripping that it leaves the audience with a
memorable image in their head. However, this commercial drew some criticism for its too
real portrayal of a driving accident, but the results of the commercial are hard to argue. It
helped increase the safety awareness and safety became a major factor in car buying
decisions. There was a 17% increase in sales in the Volkswagen Jetta line as a result of
the commercial and led to a second commercial about the Volkswagen Passat.

At InterviewMax we face very similar situation.


In our society, most of our youngsters and other professional are in danger. They face
professional and personal risk as they are not able to extract the fruits of their hard
earned higher education. What is the root cause? They are not able to express their
knowledge when it is needed.
Whether are they aware of this danger? Few of them do and most of them dont. No
wonder upgrading their own skills to their future employers requirements is not a priority
for them. They are confident that someday, from somewhere, some company will come
and offer them some job. Why because they have a set of certificates. When they face
rejections in employment, they blame everything external to them.
Most of them never enhance their their skills. They embrace unemployment and more
importantly underemployment. Surveys say about 97% percent of educated people lead
a struggling life of frustrations.
Those who try to enhance their skills end up at the doors of touts - those soft-skill trainers
who exploit their sorrows and mercilessly ditch the needy. And the vicitms are not aware
of this! What is the result? Most of them also join the league of unemployment and
under-employment.

The worlds leading medical journal published an exclusive report saying that India is No.1
in suicides. One third of the worlds suicides happen in India. The majority of them are in
the age group of 18 to 29! You know the root cause. For every single successful suicides,
there are about eight others trying suicides unsuccessfully. And hundreds of alcohol and
drug addicts, who create problems in the society.

Knowing this grave reality - the crucial needs and the lack of reliable solutions - Interview-
Max invested millions in research and development and came up with innovative sure-fire
solutions. Like Volkswagen, we have fail-proof products and methodologies. We refuse to
accept failed theories just because they were there for centures - because they were
failures for us. We are the originators of many innovative ideas in skill-building: Content-
based Instruction, Customization, Body-language recording etc etc. We use the latest in
technology and learning methodologies.

However, none our efforts will be of any use, unless the prospective customers get
convinced that I desperately need this now, and InterviewMax is the only solution.

We can help the prospective customer understand the grave reality and ensure his/her
enrolment only by explaining to them what could happen if the didnt undergo such
programs. Sometimes, the grave reality will be fearsome.

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78

Notes: Therefore, as in the case of Volkswagen Jetta, the only way to spread awareness about
the impending danger is to expose the probable victims to the their worst fear. The same
method followed by traffic police, insurance companies, pharmacy companies etc.

As we know, fear based marketing is controversial, but when done effectively can
increase awareness, reduce irresponsible behavior, and can help increase enrolments in
programs like ours. There is an adage, Fear cuts through the layers of fat around peoples
brain. We at InterviewMax believe fear based marketing must always be done for the
benefit of the consumer, for the benefit of the society and NOT for the sake of making
money and to enhance product sales. There is no denying that fear is a primary motivator
for us to change the way we use our time/money and our lives.

Therefore, as a general guideline, InterviewMax demonstrations follow the POS-B method


given below:

1 The Pain, The Danger, The Trap

2 Why do Ordinary Methods Fail?

3 Why InterviewMax is the Only Solution?

4 Sure-fire Benefits of InterviewMax

Lets accept the fact that everyone wont accept an innovation on the spot. Then,
how to define typical InterviewMax prospects?

They take their responsibility and the responsibility of their future. They
1
dont blame others or external factors for their failures.
They are pragmatists. They understand the deficiencies of the present
2
system and understand what is to be done.
They are ready to accept change. They know in this world change is the
3
only thing that is permanent.
They are ready to deliberate. They are ready to weigh out pros and cons
4
and adopt it once it is found practical.

5 They have self-efficacy.

6 They try-out new ideas in careful way and give a value for them.

7 They are always inspired by the new and the call of a bright future.

8 They like to personalize and integrate new ideas in useful ways.

9 They like to convey ideas to others. They like to lead - now or later.

If possible, dont waste your time with the following type of people.

1 They are Change averse. They blindly follow tradition without reason.

2 Suspicious of new innovations. They think nothing will work.

3 They dont have any leadership traits - Laggards, Resisters.

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79

Notes: Other relevant information

Information Refer to

Interview Success Program at the cen-


Who are the customers?
tre > Who are the customers?
Where to locate customers? How to ap- Interview Success Program at the cen-
proach them? tre > Who are the customers?
They are ready to deliberate. They are They are ready to deliberate. They are
ready to weigh out pros and cons and ready to weigh out pros and cons and
adopt it once it is found practical. adopt it once it is found practical.
They have self-efficacy. They have self-efficacy.

They try-out new ideas in careful way. They try-out new ideas in careful way.

They are always inspired by the new. They are always inspired by the new.
They like to integrate new ideas in useful They like to integrate new ideas in use-
ways. ful ways.
They like to convey ideas to the rest of They like to convey ideas to the rest of
the team. They like to lead. the team. They like to lead.

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80

Notes: 8.2 Demonstration Guidelines


The objective of demonstration is to demonstrate the benefits. Not to explain the features
of the program.
Before demonstration, we must explain the program and the process following POS-B
method given earlier.
Never use a PowerPoint slides before demonstration. The first program running on the
computer screen should be the simulation.
For many people, facing a simulator is a fish out of the water experience. Therefore, speak
in a friendly way, assure all support, ensure maximum privacy and be helpful during the
demonstration.

The typical demonstration sequence should be like this:

1 Professional Interview Simulation /Spoken English Simulation.

2 Practice sessions. / CBI English Programs

3 Questions and Insights.

4 Outsmarting the Smart.

5 Competence Tests (if any).

6 Speak about the program methodology.

7 What the learner gets during and after the program.

8 Always be ready with the objections as discussed earlier.

9 Always ask for the enrolment at the end of the demonstration.

8.3 Publicity

InterviewMax is a unique program with social objectives. Comparing to any program in the
market, it has a higher utility, effectiveness and therefore higher convincing power.
Therefore, we strongly recommend partners to use the social publicity opportunities
available to social-educational causes in society and print/electronic media.
Few guidelines are:

1. Demonstrate to journalists and tell the story behind InterviewMax and how did you
decide to open an exclusive center in your area. Make it a story.

2. Demonstrate to key educationalists, society people, politicians, business people in


your area.

3. Wherever possible, attend seminars and other functions and increase the visibility.

4. Conduct free seminars at colleges / organizations / Clubs.

5. Always use A5 size laminated pamphlets and give only to the people who are part of
the targeted audience. Our objective is that the pamphlet should remain with people
for many months/years to come.

6. Increase the visibility by attending programs where the targeted customers gather.

7. Never go for paid advertisements, instead go for advertorials. Refer to Espoir group
websites and pamphlets for contents. If there is a specific need, always consults
InterviewMax in advance.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
81

9. Safety of InterviewMax Center Data

Notes: 9.1 Captured Videos


As we see in our day to day life, misuse of computer images is a serious social issue and
the InterviewMax centers should take all measures to prevent it.
Some of the suggestions include the following. However, based on the situation and culture
of the locality, the center may add more restrictions to this.
1. After each simulation and evaluation, student should copy the captured video and the
evaluation report with him/her for future reference and should delete the video from the
system. That means, it is student's duty to erase the video from the computer.

2. In case the student needs to keep the video on the computer, it should be under a
password protected folder.

3. The student should be trained to keep the videos secure even when they are outside the
InterviewMax center.

4. Facilitator should use discretion and make judgment while allocating computers to
different students in the center.

9.2 Captured Data


InterviewMax programs deal with cognitive skills. Common examples of cognitive skills
include retrieving information from memory, using logic to solve problems, communicating
through language, mentally visualizing a concept and focusing attention when distractions
are present. Cognitive skills allow a person to absorb and evaluate information through
sensory perception and thought processes.

Cognitive skills allow a person to absorb and evaluate information through sensory
perception and thought processes. Therefore, the learning process, learning progress and
learning outcome etc are very personal in nature.

We must treat any data or information regarding an individual as confidential data and
should not allow them to reach to another individual.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
82

10. Maintenance of Computer hardware & Software

10.1 Hardware
Notes:
Simulators are high-end software. They are extremely sensitive to even minute changes
in hardware and software settings or overall system environments. Therefore, you are
expected to keep the computer at its best performance level.

Some guidelines include: You must ensure that the system is free of malware. You must
regularly get rid of unwanted temporary files. You must keep desktop as clean as possible
- never save heavy files on the desktop, as it consumes your RAM. Stop unwanted apps
or services that is running parallelly in the background as it can eat away the RAM. These
basics hygienic issues have a great bearing on the performance of these innovative
software simulator programs. Sometimes, if necessary, you may have to switch off heavy
anti-virus software.

Follow the manufacturers instructions while maintaining the system.

It is important that each system at the centre (including laptops if any) have unique HIS
Form and is kept updated. It is mandatory that the updated HIS form is sent to Espoir
Technologies for any sort of technical support. This will help Espoir help desk to help you.

Send your queries to smile@espoirtech.com. Our Team will respond within 24 hrs, or visit
the respective website for other forms of communication.

10.2 Software

Software must be installed on a branded computer with pre-installed Operating System.


The hardware must meet or exceed the configuration suggested by Espoir Technologies.
Use Espoir recommended camera, and ensure that its drivers are successfully installed.

Most problems arise when drivers of various peripheral elements are not properly installed.
We must ensure that drivers of camera, mic, speaker, USB ports etc are installed.

A. OS settings for efficiency & optimum performance

a. Administrative Rights: User should have administrative rights with elevated


privileges

b. User Access Control: UAC should be set to Never

c. Screen resolution: Screen resolution should be 1366x768 (Aspect Ratio 16:9)

Right click on desktop.

Select personalization

Select screen resolution.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
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83

Notes:

d. System Date and Time format: Should be dd/mm/yyyy hh:mm India. Outside
india mm/dd/yyyy hh:mm

Mouse Over the clock on right hand bottom corner of the screen

Click on Change date and time settings

Click on change calendar settings

Set short date format to dd/mm/yyyy

Click on time tab

Set short time to hh:mm format.

e. Power options: Windows Power options should be set for better performance.
On right hand below corner there is a power indicator. Right click. Select Power
Options.

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
84

Notes:

f. Anti-Virus Software: Espoir recommends you to use Net Protector antivirus


software. If you choose any other anti-virus software, please ensure that it should be
able to exclude folders and files from the virus scan, or should be able to switch off
completely while Espoir products are working.

B. Pendrive & Espoir Key Settings

a. Before attaching Espoir Key or Pen Drive for the first time, make sure Windows
automatic updates are set ON. Make sure Espoirs software-media Pendrive is
attached to USB 3 Port.

http://windows.microsoft.com/en-in/windows/turn-automatic-updating-on-
off#turn-automatic-updating-on-off=windows-7

Recognizing the USB 3.0 Port:

b. Espoir recommends Logitech HD webcam C310. Drivers CD comes along with it.
Install drivers before working with Espoir Applications. Set video standards NTSC
for USA and Japan, PAL for India. For other countries, please refer to the respective
country standards.

You can get drivers from this website as well.

http://support.logitech.com/product/hd-webcam-c310

Training Material for private circulation only. Copyright 2005-2015 Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Hardware-Software-Installation (HSI) Form

Hardware

Computer Name: Make & Model: Year:


Windows OS: Partitions:
Processor: Monitor: Model Resolution
RAM: Hard Disk: Graphic Card:
System Type (Bit): Camera:
2.0 USB Ports: 3.0 USB Ports: Any Other:
Prepared By
Important:
Simulators are high-end software. They are extremely sensitive to even minute changes in
hardware and software settings or overall system environments. Therefore, you are
expected to keep the computer at its best performance level.
Some guidelines include: You must ensure that the system is free of malware. You must
regularly get rid of unwanted temporary files. You must keep desktop as clean as possible -
never save heavy files on the desktop, as it consumes your RAM. Stop unwanted apps or
services that is running parallelly in the background as it can eat away the RAM. These
basics hygienic issues have a great bearing on the performance of these innovative
software simulator programs. Sometimes, if necessary, you may have to switch off heavy
anti-virus software.
Follow the manufacturers instructions while maintaining the system.
It is important that each system at the centre (including laptops if any) have unique HIS
Form and is kept updated. It is mandatory that the updated HIS form is sent to Espoir
Technologies for any sort of technical support. This will help Espoir help desk to help you.
Send your queries to smile@espoirtech.com. Our Team will respond within 24 hrs, or visit
the respective website for other forms of communication.

Software Installation Status / History.


Date Software Details/Comments/Instructions Status. Sign.

Form No. IMAX-FC-012 Last Modified 18, Feb 2015. Espoir Technologies Private Limited, InterviewMax Division. www.espoirtech.com,
www.InterviewMax.com
Hardware-Software-Installation (HSI) Form

Date Software Details/Comments/Instructions Status. Sign.

Form No. IMAX-FC-012 Last Modified 18, Feb 2015. Espoir Technologies Private Limited, InterviewMax Division. www.espoirtech.com,
www.InterviewMax.com
Entry Form

EN:
Date:
Name:
AN:
Brief Personal Details
Surname First Name
Date of Birth: Age: M/F
Educational Qualifications:

Present Address:

District: State: PIN Code:


Career Ambitions 1. Immediate:

Technical / Managerial / Leadership /


Entrepreneurial / Others 2. Short Term:
.. 3. Long Term:
Contact Number: 1 2
Email address: 1 2
Students Declaration:
I, .. am keen to improve my professional interview and communication
skills. I hereby agree to undergo all necessary tests and interview / communication simulations and to receive the
preliminary comments/suggestions/feedback that will help me to make an informed decision on joining
InterviewMax Interview success programs/Communication enhancement programs.
Place: Date: Signature:
Trial Test/Knowledge Simulation (To be filled by the facilitator)
Date: Type: Time:
Observation: General Rating 1 to 5
1. Ability to understand the underlying meaning of the questions.
2. Ability to formulate a convincing answer within 10 to 12 seconds.
3. Ability to speak in full, intelligible sentences without grammar mistakes.
4. Ability to maintain pleasing body-language throughout the interview.
5. Ability to use correct professional terminologies & apt words.
6. Ability to think on ones feet - demonstrating presence of mind on the spot.
Overall Remarks by the Facilitator:
Signature:

What Next?
1. I hereby decide to join the program A. Duration B. Timing C. Fees
2. I would like to join at a later date: Date: Contact:
3. I think my friends like to join this program. Contact:
4. I dont think I need this program. Reason:
5. I didnt like this program. Reason:

For Internal Training Purpose. Form No. IMAX-FC-010 Last Modified 18, Nov 2014. Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Prime Form

AN:
Program Details Date:
No: Name:
Description PW:

Personal Details
Name (As it will appear in the certificate) Photograph & Signature

Date of Birth Gender: M/F Age:

Permanent Address:

PIN:
District: State: Address Proof:
Contact in case of emergency:
Learning Module
Fees for Learning Module: I have received the username and
password of the computer
Payment Details:
workstations for practice and
Receipt No: simulation sessions. I hereby agree
to follow the centre rules.
Program Start Date:
Program End Date: Signature & Date:
Ingraining Module
Fees for Ingraining Module: Remarks:
Payment Details:
Receipt No:
Program Start Date:
Program End Date:
Facilitators Report
Based on the performance in classroom, practice and simulation sessions, Signature with date:
the candidate is eligible to receive the Interview Success Program
certificate.
Receipt of the Certificate & the Program Feedback
I am happy that I have successfully completed the program and have Signature with date:
received the certificate. / Please send the certificate in the address given
below:
Address:

Nearest Landmark: Dist: PIN:


For Office Use:
Certificate Dispatch date: Espoir Feedback Date:
Remarks:

Prime Form Close Date: Filed in Archives by:

For Internal Training Purpose. Form No. IMAX-FC-011 Last Modified 18, Nov 2014. Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Participation Log
Interview Success Programs

Program Details
No: AN:
Description Name:

InterviewMax Re4M (Reform) Methodology for Interview Success


1st Re: Realize (3 sessions of 1 Hr. 30 Minutes)
No: Date Interactions Signature
Section Intake:
1
1. Interview 2
Preparatory Test.
3
2. Why Simulation? 3a
3. First Simulation & 3b
Detailed Evaluation. 3c
2nd Re: RePackage (9 sessions of 1 Hr. 30 Minutes)
1
Section Intake: 2
1. Questions & 3
Insights. 4
2. Spoken English 5
Simulation. 6
3. Refining & 7
Packaging You. 8
(Classroom session)
9
9a
9b
9c
3rd Re: ReAssert (6 sessions of 1 Hr. 30 Minutes)
1
Section Intake: 2
1. Espoir Smart 3
Interview 4
Companion.
5
2. Power Resumes. 6
3. Practice 6a
Simulations - 6 Nos. 6b
& Evaluation.
6c
4th Re: ReBoot (To be decided by mutual discussions)
Discussion with the No. Of sessions:
facilitator. No. Of Weeks
Signature: Candidate Date: Signature: Facilitator

For Internal Training Purpose. Form No. IMAX-FC-012 Last Modified 18, Nov 2014. Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
Participation Log
Language Success Programs

Program Details
No: AN:
Description Name:

InterviewMax Re4M (Reform) Methodology for Language Success


1st Re: Realize (3 sessions of 1 Hr. 30 Minutes)
Section Intake: No: Date Interactions Signature
1
1. Spoken English
Simulation 2
3
2. Lesson
Customizations 3a
3b
3. CBI- Customization
& Tests. 3c
2nd Re: RePackage (9 sessions of 1 Hr. 30 Minutes)
1
Section Intake: 2
1. Customized 3
Lessons. 4
2. Spoken English 5
Simulation. 6
3. CBI-English Tests. 7
8
4. And More.
9
9a
9b
9c
3rd Re: ReAssert (6 sessions of 1 Hr. 30 Minutes)
1
Section Intake: 2
1. Spoken English 3
Simulation- 6 Nos. & 4
Evaluation
5
2. Idioms & Phrases, 6
Phrasal Verbs,
Vocabulary. 6a
6b
6c
4th Re: ReBoot (To be decided by mutual discussions)
Discussion with the No. Of sessions:
facilitator. No. Of Weeks
Signature: Candidate Date: Signature: Facilitator

For Internal Training Purpose. Form No. IMAX-FC-013 Last Modified 18, Nov 2014. Espoir Technologies Private Limited, InterviewMax Division.
www.espoirtech.com, www.InterviewMax.com
50 Reasons Why We Cannot Change

1. We've never done it before.


2. Nobody else has ever done it.
3. It has never been tried before.
4. We tried it before.
5. Another company/person tried it before.
6. We've been doing it this way for 25 years.
7. It won't work in a small company.
8. It won't work in a large company.
9. It won't work in our company.
10. Why change it's working OK.
11. The boss will never buy it.
12. It needs further investigation.
13. Our competitors are not doing it.
14. It's too much trouble to change.
15. Our company is different.
16. The ad department says it can't be done.
17. Sales department says it can't be done.
18. The service department won't like it.
19. The janitor says it can't be done.
20. It can't be done.
21. We don't have the money.
22. We don't have the personnel.
23. We don't have the equipment.
24. The union will scream.
25. It's too visionary.
26. You can't teach an old dog new tricks.
27. It's too radical a change.
28. It's beyond my responsibility.
29. It's not my job.
30. We don't have the time.
31. It will obsolete other procedures.
32. Customers won't buy it.
33. It's contrary to policy.
34. It will increase overhead.
35. The employees will never buy it.
36. It's not our problem.
37. I don't like it.
38. You're right, but ....
39. We're not ready for it.
40. It needs more thought.
41. Management won't accept it.
42. We can't take the chance.
43. We'd lose money on it.
44. It takes too long to pay out.
45. We're doing all right as it is.
46. It needs committee study.
47. Competition won't like it.
48. It needs sleeping on.
49. It won't work in this department.
50. It's impossible.

E.F. Borish Product Manager, Milwaukee Gear


Company, Product Engineering Magazine
We are routinely surprised at the difficulty some young people have in com-
municating: verbal skills, written skills, presentation skills. They have difficulty
being clear and concise; its hard for them to create focus, energy, and passion
around the points they want to make. They are unable to communicate their
thoughts effectively. Youre talking to an exec, and the first thing youll get
asked if you havent made it perfectly clear in the first 60 seconds of your
presentation is, What do you want me to take away from this meeting? They
dont know how to answer that question.
- Mike Summers,
Vice President for Global Talent Management,
Dell Computers

Espoir InterviewMax Facilitator Center Operation Manual. Published by Espoir Technologies Private Limited.
An Espoir Worldwide Initiative. www.InterviewMax.com www.EspoirTech.com