2. The New Reality
Employment for “Mutual Benefit”
Learning Organizations
Hierarchy to Horizontal
Activity to Performance
Compliance to Commitment
Managing as a Coach
Reaction to Pressure
3. Key Evaluation Factors
Aggressiveness/Enthusiasm
Communication Skills
Record of Success
Rational Thought Process
Maturity
Planning and Organization
Reaction to Pressure
4. Talking Rule of Thumb:
You - 1/3
The other person- 2/3
Listen 2X as much
as you talk!
6. Taking Early Control
“What are the 3-5 key things this person
needs to accomplish in order to be
successful in this position?”
7. Premeditated Questions:
The company- Organization, culture, new
products/services, new leadership.
The Industry- What is their value proposition?
The position- Why has it been created, or who had
the position and why is it open?
Opportunities for advancement.
8. Follow up Questions:
Short-term, long-term goals
What would you want me to work on first?
Biggest problems we would face
Behaviors that are rewarded/not rewarded
Why are you here?
What prepared incumbent to be successful
(if applicable)
Five culture adjectives
9. “Lacking” Questions:
Who is doing the job now?
What has been lacking in other candidates
that you have decided NOT to move forward
with?
11. The Trial Close
(Precede with a “softener”)
“What concerns, if any, do you have about my
ability to be successful in this position”
12. Trial Close Cycle
3 Steps:
1- Acknowledge the concern
2- Address the concern
3- Tie-down
13. Trial Close One More Time!
“Are there any other concerns you might
have about my ability to be successful
in this position?”
14. Final Close
Interview ends with definite next steps
OR
Interview ends on a vague note,
no definite next steps
15. Closing Statements
“I think my background fits this position well”
“We have a good match here”
“This looks like a good long-term situation”
“Everything looks good”
22. The Leave Behind
One of the most powerful tools in your tool chest.
Use the job description as your guide!
23.
24. The Best Communicators:
Smile
Eye Contact
Listen
Mention Names
Be Aware of Body Language
Respect Boundaries
Look for Common Interests
Give a compliment
25. Do What Recruiters Do!
Make the calls, not just the clicks
Call the hiring managers, not just HR
Script your call: What is important to them?
Follow up, and follow up again!
Use LinkedIn and other online networking
tools
26. Should I Take This Job?
The Ten Questions You Must Ask
Yourself BEFORE You Decide!