HR Info

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1. Tell me about yourself. 
TRAPS: Beware, about 80% of all interviews begin with this "innocent" question.
Many candidates, unprepared for the question, skewer themselves by rambling, 
recapping their life story, delving into ancient work history or personal matters.

BEST ANSWER: Start with the present and tell why you are well qualified for the 
position. Remember that the key to all successful interviewing is to match your 
qualifications to what the interviewer is looking for. In other words you must 
sell what the buyer is buying. This is the single most important strategy in job 
hunting. So, before you answer this or any question it's imperative that you try
to uncover your interviewer' s greatest need, want, problem or goal. 

To do so, make you take these two steps:

1. Do all the homework you can before the interview to uncover this person's 
wants and needs (not the generalized needs of the industry or company)

2. As early as you can in the interview, ask for a more complete description of
what the position entails. You might say: "I have a number of accomplishments 
I'd like to tell you about, but I want to make the best use of our time together 
and talk directly to your needs. To help me do, that, could you tell me more about
the most important priorities of this position? 
All I know is what I (heard from the recruiter, read in the classified ad, etc.)"

Then, ALWAYS follow-up with a second and possibly, third question, to draw out
his needs even more. Surprisingly, it's usually this second or third question 
that unearths what the interviewer is most looking for. 
You might ask simply, "And in addition to that?..." or, "Is there anything else
you see as essential to success in this position?: 

This process will not feel easy or natural at first, because it is easier simply
to answer questions, but only if you uncover the employer's wants and needs will
your answers make the most sense. Practice asking these key questions before 
giving your answers, the process will feel more natural and you will be light 
years ahead of the other job candidates you're competing with. 

After uncovering what the employer is looking for, describe why the needs of this
job bear striking parallels to tasks you've succeeded at before. Be sure to
illustrate with specific examples of your responsibilities and especially your 
achievements, all of which are geared to present yourself as a perfect match for 
the needs he has just described. 

2. What are your greatest strengths?

TRAPS: This question seems like a softball lob, but be prepared. 
You don't want to come across as egotistical or arrogant. Neither is this
a time to be humble. 

BEST ANSWER: You know that your key strategy is to first uncover your interviewer' s
greatest wants and needs before you answer questions. And from Question 1, you know
how to do this. 

Prior to any interview, you should have a list mentally prepared of your greatest 
strengths. You should also have, a specific example or two, which illustrates each 
strength, an example chosen from your most recent and most impressive achievements.
You should, have this list of your greatest strengths and corresponding examples 
from your achievements so well committed to memory that you can recite them cold 
after being shaken awake at 2:30AM. 

Then, once you uncover your interviewer' s greatest wants and needs, you can choose
those achievements from your list that best match up. 
As a general guideline, the 10 most desirable traits that all employers love to see
in their employees are:

1. A proven track record as an achiever...especial ly if your achievements
match up with the employer's greatest wants and needs.

2. Intelligence. ..management "savvy". 

3. Honesty...integrity ...a decent human being. 

4. Good fit with corporate culture...someone to feel comfortable with...a
team player who meshes well with interviewer' s team.

5. Likeability. ..positive attitude...sense of humor.

6. Good communication skills.

7. Dedication.. .willingness to walk the extra mile to achieve excellence.

8. Definiteness of purpose...clear goals.

9. Enthusiasm.. .high level of motivation.

10. Confident... healthy.. .a leader. 

3. What are your greatest weaknesses? 

TRAPS: Beware - this is an eliminator question, designed to shorten the 
candidate list. Any admission of a weakness or fault will earn you an "A" for
honesty, but an "F" for the interview. 

PASSABLE ANSWER: Disguise a strength as a weakness. 

Example: "I sometimes push my people too hard. I like to work with a sense
of urgency and everyone is not always on the same wavelength."

Drawback: This strategy is better than admitting a flaw, but it's so widely used,
it is transparent to any experienced interviewer. 

BEST ANSWER: (and another reason it's so important to get a thorough description
of your interviewer' s needs before you answer questions): Assure the interviewer 
that you can think of nothing that would stand in the way of your performing in 
this position with excellence. Then, quickly review you strongest qualifications. 

Example: "Nobody's perfect, but based on what you've told me about this position,
I believe I' d make an outstanding match. I know that when I hire people, I look 
for two things most of all. Do they have the qualifications to do the job well, 
and the motivation to do it well? Everything in my background shows I have both
the qualifications and a strong desire to achieve excellence in whatever I take on. 
So I can say in all honesty that I see nothing that would cause you even a small
concern about my ability or my strong desire to perform this job with excellence."
Alternate strategy (if you don't yet know enough about the position to talk about 
such a perfect fit): 

Instead of confessing a weakness, describe what you like most and like least, 
making sure that what you like most matches up with the most important 
qualification for success in the position, and what you like least is not essential. 

Example: Let's say you're applying for a teaching position. "If given a choice, 
I like to spend as much time as possible in front of my prospects selling, as opposed
to shuffling paperwork back at the office. Of course, I long ago learned the 
importance of filing paperwork properly, and I do it conscientiously. But what 
I really love to do is sell (if your interviewer were a sales manager, this 
should be music to his ears.)

4. The "Silent Treatment"

TRAPS: Beware – if you are unprepared for this question, you will probably
not handle it right and possibly blow the interview. Thank goodness most 
interviewers don't employ it. It's normally used by those determined to 
see how you respond under stress. 

Here's how it works:
You answer an interviewer' s question and then, instead of asking another, 
he just stares at you in a deafening silence.
You wait, growing a bit uneasy, and there he sits, silent as Mt. Rushmore,
as if he doesn't believe what you've just said, or perhaps making you feel 
that you've unwittingly violated some cardinal rule of interview etiquette.

When you get this silent treatment after answering a particularly difficult
question , such as "tell me about your weaknesses", its intimidating effect
can be most disquieting, even to polished job hunters.

Most unprepared candidates rush in to fill the void of silence, viewing 
prolonged, uncomfortable silences as an invitation to clear up the previous
answer which has obviously caused some problem. 
And that's what they do – ramble on, sputtering more and more information, 
sometimes irrelevant and often damaging, because they are suddenly playing 
the role of someone who's goofed and is now trying to recoup. 
But since the candidate doesn't know where or how he goofed, he just keeps 
talking, showing how flustered and confused he is by the interviewer' s 
unmovable silence.

BEST ANSWER: Like a primitive tribal mask, the Silent Treatment loses all 
it power to frighten you once you refuse to be intimidated. 
If your interviewer pulls it, keep quiet yourself for a while and then ask,
with sincere politeness and not a trace of sarcasm, 
"Is there anything else I can fill in on that point?" That's all there is to it.
Whatever you do, don't let the Silent Treatment intimidate you into talking
a blue streak, because you could easily talk yourself out of the position.


5. Why should I hire you?

TRAPS: Believe it or not, this is a killer question because so many candidates
are unprepared for it. If you stammer or adlib you've blown it.

BEST ANSWER: By now you can see how critical it is to apply the overall 
strategy of uncovering the employer's needs before you answer questions. 
If you know the employer's greatest needs and desires, this question will
give you a big leg up over other candidates because you will give him better 
reasons for hiring you than anyone else is likely to…reasons tied directly 
to his needs.

Whether your interviewer asks you this question explicitly or not, this is 
the most important question of your interview because he must answer this 
question favorably in is own mind before you will be hired. 
So help him out! Walk through each of the position's requirements as you 
understand them, and follow each with a reason why you meet that requirement 
so well.

Example: "As I understand your needs, you are first and foremost looking 
for someone who can manage the sales and marketing (or engineering) of your book publishing 
division. As you've said you need someone with a strong background in trade 
book sales. This is where I've spent almost all of my career(or my education and lerning), so I've 
chalked up 00000 years of experience exactly in this area. I believe that I 
know the right contacts, methods, principles, and successful management 
techniques as well as any person can in our industry."
"You also need someone who can expand your book distribution channels. 
In my prior post, my innovative promotional ideas doubled, then tripled, 
the number of outlets selling our books. I'm confident I can do the same for you."
"You need someone to give a new shot in the arm to your mail order sales, 
someone who knows how to sell in space and direct mail media. Here, too, 
I believe I have exactly the experience you need. In the last five years, 
I've increased our mail order book sales from $600,000 to $2,800,000, and 
now we're the country's second leading marketer of scientific and medical 
books by mail." Etc., etc., etc.,
Every one of these selling "couplets" (his need matched by your qualifications) 
is a touchdown that runs up your score. IT is your best opportunity to outsell
your competition.

6. Where do you see yourself five years from now?

TRAPS: One reason interviewers ask this question is to see if you're 
settling for this position, using it merely as a stopover until something 
better comes along. Or they could be trying to gauge your level of ambition.

If you're too specific, i.e., naming the promotions you someday hope to win, 
you'll sound presumptuous. If you're too vague, you'll seem rudderless.

BEST ANSWER: Reassure your interviewer that you're looking to make a 
long-term commitment…that this position entails exactly what you're looking
to do and what you do extremely well. As for your future, you believe 
that if you perform each job at hand with excellence, future opportunities 
will take care of themselves.

Example: "I am definitely interested in making a long-term commitment to 
my next position. Judging by what you've told me about this position, it's 
exactly what I'm looking for and what I am very well qualified to do. 

In terms of my future career path, I'm confident that if I do my work with 
excellence, opportunities will inevitable open up for me. It's always been 
that way in my career, and I'm confident I'll have similar opportunities here."

7. Why do you want to work at our company?

TRAPS: This question tests whether you've done any homework about the firm. 
If you haven't, you lose. If you have, you win big.

BEST ANSWER: This question is your opportunity to hit the ball out of the park,
thanks to the in-depth research you should do before any interview.

Best sources for researching your target company: annual reports, the 
corporate newsletter, contacts you know at the company or its suppliers, 
advertisements, articles about the company in the trade press.

8. What good books have you read lately?

TRAPS: As in all matters of your interview, never fake familiarity you don't have.
Yet you don't want to seem like a dullard who hasn't read a book since Tom Sawyer.

BEST ANSWER: Unless you're up for a position in academia or as book critic for 
The New York Times, you're not expected to be a literary lion. But it wouldn't 
hurt to have read a handful of the most recent and influential books in your 
profession and on management.

Consider it part of the work of your job search to read up on a few of these 
leading books. But make sure they are quality books that reflect favorably 
upon you, nothing that could even remotely be considered superficial. 
Finally, add a recently published bestselling work of fiction by a world-class 
author and you'll pass this question with flying colors.
9. What are your outside interests?

TRAPS: You want to be a well-rounded, not a drone. But your potential 
employer would be even more turned off if he suspects that your heavy 
extracurricular load will interfere with your commitment to your work duties.

BEST ANSWERS: Try to gauge how this company's culture would look upon your 
favorite outside activities and be guided accordingly.

You can also use this question to shatter any stereotypes that could 
limit your chances.If you're over 50, for example, describe your activities
that demonstrate physical stamina. If you're young, mention an activity that 
connotes wisdom and institutional trust, such as serving on the board of a 
popular charity.But above all, remember that your employer is hiring your for 
what you can do for him, not your family, yourself or outside organizations, 
no matter how admirable those activities may be.
10. Would you lie for the company?

TRAPS: This another question that pits two values against one another, 
in this case loyalty against integrity.

BEST ANSWER: Try to avoid choosing between two values, giving a positive 
statement which covers all bases instead.

Example: "I would never do anything to hurt the company.."
If aggressively pressed to choose between two competing values, always choose 
personal integrity. It is the most prized of all values.
11. Can you work under pressure?

TRAPS: An easy question, but you want to make your answer believable.

BEST ANSWER: Absolutely…(then prove it with a vivid example or two of a goal 
or project accomplished under severe pressure.)

12. What makes you angry?

TRAPS: You don't want to come across either as a hothead or a wimp.

BEST ANSWER: Give an answer that's suited to both your personality 
and the management style of the firm. Here, the homework you've done 
about the company and its style can help in your choice of words.

Examples: If you are a reserved person and/or the corporate culture is 
coolly professional:
"I'm an even-tempered and positive person by nature, and I believe this helps 
me a great deal in keeping my department running smoothly, harmoniously and with
a genuine esprit de corps. I believe in communicating clearly what's expected,
getting people's commitment to those goals, and then following up continuously
to check progress."
"If anyone or anything is going off track, I want to know about it early. 
If, after that kind of open communication and follow up, someone isn't getting 
the job done, I'll want to know why. If there's no good reason, then I'll get 
impatient and angry…and take appropriate steps from there. But if you hire 
good people, motivate them to strive for excellence and then follow up constantly, 
it almost never gets to that state."
If you are feisty by nature and/or the position calls for a tough straw boss.
"You know what makes me angry? 
People who (the fill in the blanks with the most objectionable traits for this 
type of position)…people who don't pull their own weight, who are negative, 
people who lie…etc."

14. Who has inspired you in your life and why?

TRAPS: The two traps here are unpreparedness and irrelevance. 
If you grope for an answer, it seems you've never been inspired. 
If you ramble about your high school basketball coach, you've wasted an 
opportunity to present qualities of great value to the company.

BEST ANSWER: Have a few heroes in mind, from your mental "Board of Directors" 
– Leaders in your industry, from history or anyone else who has been your mentor.
Be prepared to give examples of how their words, actions or teachings have helped 
inspire your achievements. As always, prepare an answer which highlights qualities 
that would be highly valuable in the position you are seeking.

16. What changes would you make if you came on board?

TRAPS: Watch out! This question can derail your candidacy faster than a bomb 
on the tracks – and just as you are about to be hired.

Reason: No matter how bright you are, you cannot know the right actions to 
take in a position before you settle in and get to know the operation's 
strengths, weaknesses key people, financial condition, methods of operation, etc. 

If you lunge at this temptingly baited question, you will probably be seen as 
someone who shoots from the hip.

Moreover, no matter how comfortable you may feel with your interviewer, you 
are still an outsider. No one, including your interviewer, likes to think 
that a know-it-all outsider is going to come in, turn the place upside down 
and with sweeping, grand gestures, promptly demonstrate what jerks everybody's 
been for years.

BEST ANSWER: You, of course, will want to take a good hard look at everything 
the company is doing before making any recommendations.

Example: "Well, I wouldn't be a very good doctor if I gave my diagnosis before 
the examination. Should you hire me, as I hope you will, I'd want to take a 
good hard look at everything you're doing and understand why it's being done 
that way. I'd like to have in-depth meetings with you and the other key people 
to get a deeper grasp of what you feel you're doing right and what could be improved.
"From what you've told me so far, the areas of greatest concern to you 
are…" (name them. Then do two things. First, ask if these are in fact his major 
concerns. If so then reaffirm how your experience in meeting similar needs 
elsewhere might prove very helpful).

17. How do you feel about working nights and weekends?

TRAPS: Blurt out "no way, Jose" and you can kiss the job offer goodbye. 
But what if you have a family and want to work a reasonably normal schedule? 
Is there a way to get both the job and the schedule you want?

BEST ANSWER: First, if you're a confirmed workaholic, this question is a 
softball lob. Whack it out of the park on the first swing by saying this kind of 
schedule is just your style. Add that your family understands it. 
Indeed, they're happy for you, as they know you get your greatest satisfaction 
from your work.If however, you prefer a more balanced lifestyle, answer this 
question with another: "What's the norm for your best people here?"

If the hours still sound unrealistic for you, ask, "Do you have any top people who 
perform exceptionally for you, but who also have families and like to get home in 
time to see them at night?" Chances are this company does, and this associates you 
with this other "top-performers- who-leave- not-later- than-six" group.
Depending on the answer, be honest about how you would fit into the picture. 
If all those extra hours make you uncomfortable, say so, but phrase your response 
positively.

Example: "I love my work and do it exceptionally well. I think the results speak 
for themselves, especially in …(mention your two or three qualifications of greater 
interest to the employer. Remember, this is what he wants most, not a workaholic 
with weak credentials) . Not only would I bring these qualities, but I've built 
my whole career on working not just hard, but smart. I think you'll find me one 
of the most productive people here.
I do have a family who likes to see me after work and on weekends. 
They add balance and richness to my life, which in turn helps me be happy and 
productive at work. If I could handle some of the extra work at home in the 
evenings or on weekends, that would be ideal. You'd be getting a person of 
exceptional productivity who meets your needs with strong credentials.
And I'd be able to handle some of the heavy workload at home where I can be under 
the same roof as my family. Everybody would win."

18. Are you willing to relocate or travel?

TRAPS: Answer with a flat "no" and you may slam the door shut on this opportunity.
But what if you'd really prefer not to relocate or travel, yet wouldn't want to 
lose the job offer over it?

BEST ANSWER: First find out where you may have to relocate and how much travel 
may be involved. Then respond to the question.If there's no problem, say so 
enthusiastically.

If you do have a reservation, there are two schools of thought on how to handle it.
One advises you to keep your options open and your reservations to yourself in 
the early going, by saying, "no problem". You strategy here is to get the best 
offer you can, then make a judgment whether it's worth it to you to relocate or travel.
Also, by the time the offer comes through, you may have other offers and can make 
a more informed decision. 

Why kill of this opportunity before it has chance to blossom into something really 
special? And if you're a little more desperate three months from now, you might 
wish you hadn't slammed the door on relocating or traveling.

The second way to handle this question is to voice a reservation, but assert that 
you'd be open to relocating (or traveling) for the right opportunity.
The answering strategy you choose depends on how eager you are for the job. 
If you want to take no chances, choose the first approach.
If you want to play a little harder-to-get in hopes of generating a more enticing 
offer, choose the second.

14.Give me an example of your creativity (analytical skill…managing ability, etc.)

TRAPS: The worst offense here is simply being unprepared. Your hesitation may 
seem as if you're having a hard time remembering the last time you were creative, 
analytical, etc.

BEST ANSWER: Remember from Question 2 that you should commit to memory a list of 
your greatest and most recent achievements, ever ready on the tip of your tongue.
If you have such a list, it's easy to present any of your achievements in light 
of the quality the interviewer is asking about. For example, the smashing success 
you orchestrated at last year's trade show could be used as an example of creativity, 
or analytical ability, or your ability to manage.

17 .What was the toughest challenge you've ever faced?

TRAPS: Being unprepared or citing an example from so early in your life that 
it doesn't score many points for you at this stage of your career.

BEST ANSWER: This is an easy question if you're prepared. Have a recent example 
ready that demonstrates either:

1. A quality most important to the job at hand; or

2. A quality that is always in demand, such as leadership, initiative, 
managerial skill, persuasiveness, courage, persistence, intelligence, etc.


18.Have you consider starting your own business?

TRAPS: If you say "yes" and elaborate enthusiastically, you could be perceived 
as a loose cannon in a larger company, too entrepreneurial to make a good team 
player…or someone who had to settle for the corporate life because you couldn't 
make a go of your own business.
Also too much enthusiasm in answering "yes" could rouse the paranoia of a small 
company indicating that you may plan to go out on your own soon, perhaps taking 
some key accounts or trade secrets with you.
On the other hand, if you answer "no, never" you could be perceived as a
security-minded drone who never dreamed a big dream.

BEST ANSWER: Again it's best to:

1. Gauge this company's corporate culture before answering and…

2. Be honest (which doesn't mean you have to vividly share your fantasy
of the franchise or bed-and-breakfast you someday plan to open).
In general, if the corporate culture is that of a large, formal, military-style 
structure, minimize any indication that you'd love to have your own business. 
You might say, "Oh, I may have given it a thought once or twice, but my whole 
career has been in larger organizations. That's where I have excelled and where 
I want to be."If the corporate culture is closer to the free-wheeling, 
everybody's- a-deal-maker variety, then emphasize that in a firm like this, 
you can virtually get the best of all worlds, the excitement of seeing your 
own ideas and plans take shape…combined with the resources and stability of a 
well-established organization. Sounds like the perfect environment to you.

In any case, no matter what the corporate culture, be sure to indicate that 
any desires about running your own show are part of your past, not your present 
or future.
The last thing you want to project is an image of either a dreamer who failed 
and is now settling for the corporate cocoon…or the restless maverick who will 
fly out the door with key accounts, contacts and trade secrets under his arms 
just as soon as his bankroll has gotten rebuilt.
Always remember: Match what you want with what the position offers. 
The more information you've uncovered about the position, the more believable 
you can make your case.

19. What are your goals?

TRAPS: Not having any…or having only vague generalities, not highly specific goals.

BEST ANSWER: Many executives in a position to hire you are strong believers in 
goal-setting. (It's one of the reason they've achieved so much). 
They like to hire in kind.
If you're vague about your career and personal goals, it could be a big turn off 
to may people you will encounter in your job search.
Be ready to discuss your goals for each major area of your life: career, 
personal development and learning, family, physical (health), community service 
and (if your interviewer is clearly a religious person) you could briefly and 
generally allude to your spiritual goals (showing you are a well-rounded individual 
with your values in the right order).
Be prepared to describe each goal in terms of specific milestones you wish to 
accomplish along the way, time periods you're allotting for accomplishment, 
why the goal is important to you, and the specific steps you're taking to bring 
it about. But do this concisely, as you never want to talk more than two minutes 
straight before letting your interviewer back into the conversation.

19. "The Salary Question" – How much money do you want?

TRAPS: May also be phrases as, "What salary are you worth?"…or, 
"How much are you making now?" This is your most important negotiation. 
Handle it wrong and you can blow the job offer or go to work at far less than 
you might have gotten.

BEST ANSWER: For maximum salary negotiating power, remember these five guidelines:

1. Never bring up salary. Let the interviewer do it first. 
Good salespeople sell their products thoroughly before talking price. 
So should you. Make the interviewer want you first, and your bargaining
position will be much stronger.

2. If your interviewer raises the salary question too early, before 
you've had a chance to create desire for your qualifications, postpone 
the question, saying something like, "Money is important to me, but is 
not my main concern. Opportunity and growth are far more important. 
What I'd rather do, if you don't mind, is explore if I'm right for the 
position, and then talk about money. Would that be okay?"

3. The #1 rule of any negotiation is: the side with more information wins. 
After you've done a thorough job of selling the interviewer and it's time to talk 
salary, the secret is to get the employer talking about what he's willing to pay 
before you reveal what you're willing to accept. So, when asked about salary, 
respond by asking, "I'm sure the company has already established a salary range 
for this position. Could you tell me what that is?" Or, "I want an income 
commensurate with my ability and qualifications. I trust you'll be fair with me. 
What does the position pay?" Or, more simply, "What does this position pay?"

4. Know beforehand what you'd accept. To know what's reasonable, 
research the job market and this position for any relevant salary information. 
Remember that most executives look for a 20-25%$ pay boost when they switch jobs. 
If you're grossly underpaid, you may want more.

5. Never lie about what you currently make, but feel free to include the 
estimated cost of all your fringes, which could well tack on 25-50% more to your 
present "cash-only" salary.







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