CANDIDATE PREPARATION

A BUSINESS CASE

An interview is more than just a sales call. It is a business case! On both sides!! The purpose of an
interviewing process is for the potential employer and for you to decide whether or not a business
relationship would be of significant value , how that relationship would be structured, and most
importantly to close with a good offer.
The interviewer will examine your work history, educational background, your strengths, weaknesses
and major accomplishments and challenges. He/She will evaluate your level of motivation, team work,
values, attitude and personality. Are you the right person for the job, what is your potential for
promotion and will you fit into the company´s environment and culture and will you be a promoter of
change, will you be a problem solver, hard working individual.
For you the interview is an important analytic tool to gauge potential employers, it allows you to learn
about the company´s History, past and present challenges , the position´s responsibilities , the growth
potential and value to your long term career, your possible superior , your potential colleagues and team
among many other things. Remember, you cannot accept or reject an offer you don’t get so use
these tips and techniques and focus on one objective… to get enough information to solve the business
case and if it makes good sense, get and close the job offer!

PREPARE, PREPARE, PREPARE.

With today’s information gathering and investigation tools it is not admissible, in fact it is offensive, to go to
an interview without knowing a lot about the company: it’s history, it’s most recent events, products,
milestones, sales figures, stock performance, media articles, key officials, policies, etc… so take your time
and prepare. Preparation and practice can, and will, increase your chances of being successful; and if you
don’t get the offer the reason is more likely to be job related and less personal. When you make a good
impression you may be considered for future openings.

It is also important to know as much information as possible about the interviewers: their correct name,
title, etc.

THE BASICS

Be on time. This means only one thing: Be on time. If you think you may be even one-minute late, call
ahead. If you are kept waiting, be gracious.

Please take a couple of extra original Resumes to the meeting, and if possible any additional collateral
material that may help your presentation: letters from former employers, certificates, distinctions, etc.
Remember: it is also a sales presentation.

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Although presentation in the interview and performance on the job are not related to each other we want to
minimize the probability of being screened out for the wrong reasons so let´s get that out of the way: make
sure you dress well, be enthusiastic (but not overly) and do everything you can to make a good impression
without being false: Be clean, wear a good professional attire, do not chew gum or smoke, have a good
hand-shake, make eye contact, sit up straight, be interested, avoid distractions, turn your cell phones off, do
not check email, appear positive and pay attention. These factors are NOT important to determine
competency and performance potential, but many untrained interviewers rely too heavily on those factors
and make an unconscious, emotional decision in the first 20 seconds of an interview. Help them overcome
any “first impression” mistakes.

Be honest and truthful… don´t fake knowledge. It can be spotted very quickly and can destroy credibility.
There are few things worse than being in a job for which you are not qualified. One of them is not getting a
good job where you could have learned something you said you already knew in the interview.

Be respectful at all times, even if you think you could do his/her job better and don't say anything derogatory
about ANYONE or ANYTHING!

Conduct yourself with confidence and determination to get the job. You may have other options, of course,
and your interviewer knows this, but wants to believe that you favor a job with his or her company.

Be friendly and cordial but remember...the interview is not a casual conversation, it's a serious matter.

Take a pen (and a spare) and several copies of your resume.

Be truthful! If you lie in an interview or on an application, you will be found out and lose all chances of
getting or keeping the job.

LISTEN to the interviewer's questions and answer them. Don't evade a question. If you don't know the
answer, say so...then volunteer to call back with the information (just remember...if you say you will call
back you MUST follow through!).

Don’t play modest. Sell yourself! Are you going to sell them on the idea of hiring you, or will they sell
you on the idea that his job is not for you?

Ask questions! This shows your interest in the company and the position, and enables you to gather the
right information to make an intelligent decision. The questions you have prepared can be asked to the
different people with whom you meet.

Thank the interviewer for his/her time.

Ask when they hope to have a decision and when should you expect to hear from them. TELL THEM YOU
WANT THE JOB!

Send a Thank You note (most people don't do this so you will stand above the crowd if you follow-up in a
timely manner).

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Always be yourself!!!

INTRODUCTION.

After the small talk subsides, you should assess the ground and see if the interviewer starts the
conversation or not. If so, go along with him and take it from there, if not, you should take charge of the
interview. In any case, consider asking the following questions:

1. Mr. Employer, while I am generally familiar with your firm, I do not know the details. Can you tell me
about your company, its products and growth plans?

2. Can you tell me about your department, your growth plans and how this position fits into those
plans?

3. Can you tell me about your background and what you like about this company?

Now sit still and LISTEN: Ask qualifying questions if there is something you do not understand. Remember
that you will be qualified strongly by the type of questions you ask. After you have learned what you can
about the company and the position, ask the following question: (THIS IS A MUST).

• What challenges would the ideal candidate face immediately, in 12 months and 2 years from now?

The answer to this question is who they are going to hire. While you are listening to the answers to these
questions, you should be developing your presentation that meets with the needs expressed in the
introduction. In preparation for that presentation, you should include a list of your experiences, your product
or market, knowledge, accomplishments and a list of benefits that you bring to the new employer.

SELL SECTION.

Now based on what you have learned from the interviewer, and based on your preparation you go into sell
mode.

“Mr. Employer, I am excited about the opportunity. Let me tell you about my background and what I have
accomplished …”

OBECTIONS.

If there is an area of your background that is weak or an area in which you do not have experience, you can
use an out-weigh technique to overcome the objection.

First of all, if it is a skill or experience you don’t have, admit it, DO NOT FAKE IT.

“Mr. Employer, I don’t have that particular experience, but what I am bringing to the organization is….

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CLOSE.

Do not leave the interviewer without a) Asking for the job and b) Getting a commitment to go to the next
step.

Soft close: “Based on our discussions today I am very excited about the position. How do you feel about my
background?” The interviewer will probably say something nice but you need to find out if things went well
or not. If you sense a problem ask a qualifying question like “Is there anything about my background that I
can further clarify for you?”
Give yourself that one last chance as a professional to sell yourself.

If you sense that things went well ask a hard close question like:”If you were making the decision today,
would you hire me?”

The interviewing team is going to meet and discuss your case after you leave, if you have closed everyone
you have met, you will stand a better chance of getting a positive result.

COMPENSATION.

If you are asked what kind of compensation you would like, you have two ways of loosing if you answer the
question:

1. If you give a number that is too high, you are eliminated based on money.

2. If you give a number that is too low, you leave money on the table.

The best response is:

“I am excited about this opportunity and the prospect of working with you. These are the numbers that I am
making right now. If you feel the same about me, make me the best offer you can and I will probably take it.”

If you have any comments or questions please do not hesitate to contact your consultant in our office:
+52 7773 11 53 53

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