A definitive guide to knowing how to answer questions during an interview to the personality Type of the interviewer.

1. Knowing your Interviewer’s
Personality Type –
Answering their Questions
the RIGHT way
Presented by Mark Troncone, MBA, PMP®, ITILv3®, CSM®
To help pass the Job
Interview

2. What this Presentation will Cover
 Employment Facts of Life
 My 7 Step Employment Plan
 Prepare for the Interview
 The Interview Itself and the Outcome
 The 3 outcomes of a Job Interview
 The Interviewer’s 4 Personality Types
 Type 1 – The Driver
 Type 2 – The Analytical
 Type 3 – The Visionary
 Type 4 – The Amiable
 Questions?

3. About Me – Mark Troncone
 PMP® Certified – Project Management Institute
 CRM Certified SCRUM Master® – SCRUM Alliance
 ITILv3® Foundation Certificated – in IT Service Management
 Certified IT Business Analyst – State of Connecticut
 Active Career Transition Mentor – MT Associates
 MBA – Management, BS – Marketing, AS – Accounting
 Work experience:
 Save the Children (Currently)
 TransAct Technologies
 Starwood Hotels
 Affinion Group
 Hewitt Associates
 Wachovia Bank
 Bayer Pharmaceuticals
 Reader’s Digest
 James River Corporation

4. Employment Facts of Life
0
10
20
30
40
50
60
70
80
5 % Jobs
found through
On-Line Ads
15% Jobs
found through
Recruiters
80% Jobs
found through
Networking
Where should you focus?
Focus your efforts where there
is the greatest potential for
success – Networking!
80% of jobs are found through networking.
The 7 Point Employment Strategy will help
There has been a recent shift in
how we search for employment

5. My 7 Step Employment Strategy
How To
Win the Game
called
“Find A Job”
Self
Evaluation
-10 Questions
you must ask
yourself
Search
Organization
Plan
- Organization plan
Spreadsheet
- Accountability Plan
- Weekly Outline
Employment
Search Info
- Research Target Co’s
- Employment Web-Sites
- Recruiters
- Networking Groups
- Informational Web-Sites
- Libraries
Employment
Tools of the Trade
- Resumes - Elevator Speech
-
Cover Letters - Marketing Brochures
- Business Cards - Value Proposition
- Marketing Plans - Thank You Letter
Networking
Skills
- Over the Telephone
- Networking Groups
- One on One
- Develop Target Company
“Godfathers / Godmothers”
Interviewing
Skills
- Preparation
- Telephone
- Via Video Conference
- Recruiters
- Face to Face
- Knowing the Interviewers
Personality Type
-Follow-Up
Job Offer &
Acceptance
- Receive an Offer
- Negotiate Salary
- Accept Offer
- On-Boarding Plan
1.
2.
3.
4.
5.
6.
7.

6. Prepare for the Interview
You received a phone call.. The company you applied at
WANTS to see you – So it’s time to Prepare for the
Interview:
1. Research the company – Find a current article that relates to the position
2. Research who will be interviewing you (on LinkedIn, Google, & Contacts)
3. Practice your PARS (Problem, Action, Result) to the questions you will be
asked on the interview and tell in a story form
4. Practice your Value Proposition to the “So tell me about yourself” question
5. Have any documents prepared to show proof of work accomplishments
6. Business attire, Polished shoes, hair neat
7. Have your Questions ready when asked “Do you have any questions?”

7. The Interview Itself
 You met everyone you were to be interviewed by
 You answered all of their questions correctly
 Everyone “seemed” happy with you – the conversations were
interactive and informative
 You asked for their Business Cards
 You thanked everyone for their time and asked next steps
 You gave each interviewer your Brochure as a leave behind
 You sent out Thank You letters reinforcing your qualifications
 You evaluated the interview and position’s Pro’s vs. Con’s
 You were very “SURE” that you aced this interview and an offer
will be forthcoming, but………………….

8. The Interview Outcome
The Phone Call or an Email NEVER COMES!!!!!!! …
you were so sure and you ask yourself…….
WHAT HAPPENED?

9. The Interview Outcome
So you follow-up with emails, phone calls, even written notes.
Then Finally you get the “Dear Candidate” email or letter.
Which simply states: “Although your qualifications
were excellent, XYZ Corporation has selected
another candidate for this position, we wish you
luck in your future job search efforts”
In other words “Sorry Charlie” – see yah!

10. The 3 outcomes of a Job Interview
You received this letter/email for three reasons and the first two
listed below are totally out of your control completely…..
1.The Company had an Internal Candidate chosen BEFORE you even
walked through the doors
– It happens to the best of us and is basically morally wrong for a
company to do this, but is a Win / Win for the company, if you are a Superstar
- they bring you in, if not they had the Candidate pre-selected
2.You did have the job, but the final Candidate brought more to the table
than you were qualified for, so they were selected over you
– Hey unfortunately it happens - so get over it
3. Even tough you answered all of the Interviewers questions and
perceived that the Interviewers liked you, but in reality ……….

11. The 3 outcomes of a Job Interview
The WAY that you answered their questions completely…..
PISSED THEM OFF!

12. The Interviewer’s 4 Personality Types
To be successfully in a job interview you have to do 2 things:
1. Answer the question put to you correctly & truthfully
2. Communicate your answer back to the Interviewer in a
way that the Interviewer likes to hear the answer stated
In order to do this successfully you MUST be able to
evaluate each Interviewers personality type quickly
This will then determine how you will
answer their questions back to them in
a way that is pleasing to their ears

13. The 4 Personality Types
Driver Analytical
Visionary Amiable

14. The Driver - Let’s do it my way
Personality Strengths:
 Strong-Willed
 Pragmatic
 Quickly takes charge
 Decision Makers
 Goal / Action oriented
 Over achievers
 Natural Leaders
 Risk Takers
 Not easily discouraged
Personality Traits:
 Results & Performance Matter
 Tasks get accomplished
 Take Action
 Does not listen well
 Hard to Accept other’s Ideas
 Demanding / Impatient
 Controlling
 Orders or Tells
 Confronts others / Likes Conflict

15. The Driver
These people are your CEO, CIO, VP, Director and
Management types – the movers and Shakers
When you meet one of these types think of:
Donald
Trump

16. The Driver
How do you spot the The Driver?
 Their Title – CEO, CFO, CIO, VP, Director, SR. Manager etc.
 They are on a clock or look at their watch a lot
 Their office is ornate but clean and orderly, very little personal
effects (Family Pictures, Boat or Golf items, no papers / mess)
 They are dressed neater - more business like than other people
 No flamboyancy – or individuality
 Arrive on time and end on time
 May or may not smile a lot – tend to be serious but pleasant
 Very little “Small Talk”
 Asks direct questions – may dive deeper to test your validity

17. The Driver
How do you answer “The Driver”
What did Jack Webb on Dragnet say?
“Just the facts Ma’am”
 Answer – “I know…..”
 Answer the questions short and to the point 30 to 60 seconds max!
 Let them follow up and then answer again if THEY want to
 Examples to answers should be goals / results / achievements
 Show how you led, took charge, made the decision, delivered
 Smile enough to keep a friendly business persona
 Do not try to be friends or get friendly with “The Driver”
 If you babble on, are indecisive, show weakness, too analytical, too
Expressive or use a lot of non-words……You’re Dead Meat!

18. The Analytical – Let’s do it the Right Way
Personality Strengths:
 Smart - Learners
 Planners – long range goals
 Logical – Problem solvers
 Very Organized
 Not a Decision Maker
 Systematic – sense of Duty
 Precise
 Dependable – Team Player
 Not a Risk Taker - Ethical
 Not easily discouraged
Personality Traits:
 Process / Information Oriented
 Need to evaluate – never a
snap decision
 Tend to Over Analyze
 Need to be told what to do
 Can be distracted
 Hard to Accept other’s Ideas
 Delays decisions / Cautious
 Controls emotions
 Non-Confrontational

19. The Analytical
These people are your IT, Accounting, Finance,
Statisticians, Engineers, Data Analysis types and
some can be in Management or Director levels
- the people that keep the machine running
When you meet one of these types think of:
Mr. Spock

20. The Analytical
How do you spot the Analytical?
 Their Function – IT, Accounting, Finance, Engineer, Data…
 They are on a plan or look at the agenda and heed the time
 Their office is organized, a lot of manuals / regulatory books,
very little personal effects (Family Pictures, Gadgets, a lot of
papers but not messy – everything has it’s proper place)
 They are dressed neatly– company or vendor logo shirts
 No flamboyancy – need to conform
 Arrive on time but can go over if the subject holds their interest
 May or may not smile a lot
 “Small Talk” can consist of some “thing” they use to do their job
 Asks questions – but loves approaches / analysis / planning

21. The Analytical
How do you answer “The Analytical”
What do people from Missouri say?
“Show Me”
 Answer – “I Think…..”
 Answer the questions but explain the steps you took to do it in 60 to
90 seconds max! – These types love examples
 Let them follow up and then answer again in MORE Detail
 Examples to answers should be Processes / Planning = Results
 Show how you Planned, Analyzed, Offered Choices, Monitored
 Smile enough as you describe how the steps you took built…..
 Can be somewhat friendly with these types in a Professional way
 If you babble on, are too direct, or too independent…You’re Toast!

22. The Visionary – Let’s do it the Fun Way
Personality Strengths:
 Thinks outside of the box
 Independent
 Very Personable
 Can talk about anything
 Strong-Willed / Efficient
 Decide without information
 Idea People /Creative
 Dependable – Team Player
 Pragmatic
 Persistent
Personality Traits:
 Want Recognition / Applause
 Very Competitive
 Intuition Oriented / Impulsive
 Expressive
 Hates being told what to do
 Hates Rules / Big Risk Taker
 Very Opinionated
 Likes to “Tell”
 Egotistical / Emotional
 Very Confrontational

23. The Visionary
These people are your Sales, Marketing, Promotions,
Advertising, Think Tank, or Creative
- the people that are the straw that stirs the drink
When you meet one of these types think of:
Steve Martin & Dan Aykroyd
“Two Wild and Crazy Guys”

24. The Visionary
How do you spot the Visionary?
 Their Function – Sales, Marketing, Promotions, Advertising…
 They are late, have no agenda and usually run over
 Their office is a mess, a lot “Stuff” / Awards / Trophies / Pictures
a lot of Personal Effects (Family, Friends, Places Pictures,
Coffee Mugs, Hats) and Vendor free-bees
 They are dressed in whatever they feel like – non-conforming
 Very flamboyant – need to express themselves
 Never on a plan – questions can go over all over the place
 Smile and laugh a lot – you can be friends with them
 “Small Talk” can consist of some “thing” they are interested in
 Asks questions – loves ideas / achievements / awards you got

25. The Visionary
How do you answer “The Visionary”
What did Martin Luther King say?
“I have a Dream”
 Answer – “I Feel…..”
 Answer the questions, but explain how the effect of the result led to
a positive outcome for the FUTURE in 1:00 to 1:30 minutes max!
 Let them follow up but back up yours answers with how the results
took the Company, Product, Department to the Next Level
 Use examples to show how your Ideas/Creativity led to success
 Smile a lot and use it to drive your points home
 You can be friends and get friendly with “The Visionary”
 If are Curt, Analytical, need Plans/Rules……You’re History!

26. The Amiable – Let’s do it the Easy Way
Personality Strengths:
 Very Loyal & Team Player
 Friendly / Cares for People
 Very Balanced
 Cooperative
 Strong-Willed / Efficient
 Organized
 Great Negotiators
 Voice of Reason
 Great Listener
 Very Supportive
Personality Traits:
 Want Acceptance
 Relationship Oriented
 “People” Persons
 Yields to others Viewpoints
 Likes being told what to do
 Like Rules / Processes
 Likes to Help / Assist / Join
 Likes Consensus
 Egotistical / Emotional
 Avoids Conflict

27. The Amiable
These people are your HR, Admin, Invoice / Credit
Processors, Client Service, Help Desk, or Trainers
- the people that are the
glue that keep it all together
When you meet one of these types think of:
Oprah Winfrey

28. The Amiable
How do you spot the Amiable?
 Their Function – HR, Admin, Processors, Help Desk, Trainer…
 They are usually on time, have a loose agenda and always run over
 Their office is a somewhat neat with a lot of Personal Effects (Family
/ Animal pictures, Stuff from their Kid’s) and Awards
 They are dressed neat whether casual or formal to conform
 Like to be trendy – need to express themselves within guidelines
 Somewhat on a plan – but question line can go astray
 Smile and laugh a lot – they want you to be friends with them
 “Small Talk” can consist of any non-business topic
 Asks questions and you can ask questions back – this is definitely a
two-way conversation – loves to hear about personal triumphs

29. The Amiable
How do you answer “The Amiable”
What did Paul Anka sing?
“Put your head on my shoulder”
 Answer – “I Like…..”
 Answer the questions, but explain how you personally instituted a
result that led to quantifiable outcome in 1:00 to 2:00 minutes max!
 Let them follow up, but back up your answers with examples on
how the results reduced effort, improved a process, lowered costs,
increased revenue in quantifiable terms – Problem-Action-Results
 They like to hear what you do outside of work or your team-work
 Smile / Laugh a lot show your personality with “The Amiable”
 If you are Curt, Analytical, or Talk about future…..Bye Bye Birdie!

30. QUESTIONS
Tell me what you think ???
mtroncone73@yahoo.com