Active Interviewing - Table of Contents

Unique job interview information not available elsewhere!

Chapter 1 - The Job Interview is Broken

* Job Interviews Are Broken
* Interviews Are Broken—Please Don’t Make Them Worse
* Who Is in Control Here?
* Interview Questions Are Not the Answer
*Job Interviews Are Broken, but You Can Repair Yours!

* Important Takeaways That Will Fix Your Interview

Chapter 2 - The Job Search as a Sales Process

* The Top Six Customer Questions

* Selling Your Services

* Fear of Selling is the Fear of Rejection

* Overcoming the Fear of Selling

* It Only Takes One

* Approaching the Job Search as a Sales Process Will Fix Your Interviews

Chapter 3 - The Interview as a Sales Call

* The Basic Interview Tension

* The Interviewer Is an Informed Buyer

* There Is Only One Hiring Issue: *Your Value to the Company

* Sales Techniques Enhance Your Interviews

* Applying a Sales Process Helps You Understand What’s Going On

* Successful Salespeople Choose Their Customers

* Selling in an Interview Will Fix Your Interview

Chapter 4 - Using Basic Sales Skills in Your Interviews

* You Don’t Have to Be a Great Salesperson to Sell Yourself in Interviews

* Selling Is Mostly Listening

* Asking Good Questions Supports Good Listening

* Selling Is a Fancy Word for Persuading

* Discovering the “Pain”

* Most Candidates Avoid Objections when They Should Embrace Them

* Handle Your Emotions

* Eliminate FUD (Fear, Uncertainty, and Doubt)

* Focus on the Buyer

* Keep It Simple

* Have a Successful Close

*Thank You, No Thanks—Follow Through, Yes Please!

* Using Sales Skills Fixes Your Interview

Chapter 5 - The Interview Presentation: An Overview

* A Presentation in an Interview—Now That’s Unusual!

* Would You Go to a Gunfight Armed Only with a Knife?

* Isn’t “Interview Presentation” Just another Way of Saying PowerPoint?

* An Interview Presentation Is a Specialized Version of a Sales Presentation

* An Interview Presentation Goes Way Beyond a Resume

* Preparation Is 90 Percent of the Value

* Presenting Is a Basic Professional Skill

* The Eight Parts of a Powerful Interview Presentation

* A Presentation Will Fix Your Interview

Chapter 6 - Creating Your Personal Brand

* You’ve Got One, So You Might as Well Manage It

* Determine Your Professional Brand

* Your Brand Is a Promise of Value

* Your Brand: Using The Flip Side

* Quality and Usability

* Brand Killers

* You’ve Got It, Now Use It!

* Use Your Brand Statement Often

* Your Brand Has to Stand Up to Scrutiny

* Brands Are Hard Won and Easily Lost

* Are You an Expert? Probably!

* Your Vision and Mission

* Create Brand Fans

* Your Online Identity *Communicates Your Brand

* Six Effective Strategies for Building and Improving Your Brand Online

* It’s Not Who You Know, It’s Who Knows You!

* A Strong Brand Fixes Your Interviews

Chapter 7 - Critical Job Requirements

* A Good Job Description

* You’re a Salesperson, So Go Get the Requirements

* Job Requirements Often Are Broken

* Ask Good Questions

* Many Job Descriptions Are Really Wish Lists

* Be Aware of Fluffy Requirements

* Acknowledge What’s Missing

* Knowing the Critical Job Requirements Fixes Your Interview

Chapter 8 - Link Your Background to the Critical Job Requirements

* Differentiation Is Your Biggest Challenge

* Interviewers Like Similarities

* Linking Your Background to the Critical Job Requirements Will Fix Your Interview

Chapter 9 - Your Value-Adds and Significant Selling Proposition

* Value-Adds

* Effectively Package a Value Add

* Value-Adds Require Proof

* For Maximum Impact, Attach a Story and a Benefit to Your Value-Add

* Use a Significant Selling Proposition

* Have an SSP, No Story Needed

* Discover Your Value-Adds and SSPs

* A Value-Add Is More Valuable If It’s Hard to Acquire

* Value-Adds and SSPs Will Fix Your Interview

Chapter 10 - Tell Stories That Engage and Persuade

* Our Stories Define Who We Are

* A Story Has a Beginning, a Middle, an End, and Excitement

* Success-Story Format

* Add Likeability Elements to Success Stories

* We All Have Success Stories

* Success-Story Memory Joggers

* When to Tell a Story

* Boring Is How You’re Saying It, Not What You’re Saying

* Answer the Dreaded Weakness Question with a Story

* Telling Stories Will Fix Your Interview

Chapter 11 - Personal Success Factors

* Interpersonal

* Intrapersonal

* Information

* Top Personal Success Factors

* Personal Success Factors: Choose Seven

* Provide Proof of Your Personal Success Factors

* Brand versus Personal Success Factors

* Interviewers Aren’t Good at *Determining Your Personal Success Factors

* Don’t Force a Fit

* Talking About Personal Success Factors Will Fix Your Interview

Chapter 12 - Your Strategic Action Plan

* Most Frequently Asked Questions

* It’s a Conversation

* Be S.M.A.R.T. with Your Goals

* Simple Beats Bold

* Strategic Action Plan Goal Examples

* A Strategic Action Plan Will Fix Your Interview

Chapter 13 - Why Hiring You is a Good Idea

Don’t Let Hiring Managers Guess about Hiring You

What Do Employers Want?

Telling the Hiring Manager Why You Should Be Hired Will Fix Your Interview

Chapter 14 - Asking Powerful Questions

Asking Good Questions Is a Critical Business Skill

Ask Open-Ended Questions

The Definition of a Good Interview Question

Asking S.M.A.R.T. Interview Question

Use the Proper Terminology in Your Questions

Ask a Question and Then Be Silent

Ask Follow-Up Questions

Ask Professional-Personal Questions

Go Prepared with Questions

Don’t Ask Obvious Questions

Information You Should Have after Your Interview

Your Very Important First Interview Question

The Best Interview Question of All Time

Another Must-Ask Question

Asking Good Questions Fixes Your Interview

Chapter 15 - Develop an Interview-Winning Presentation

Why a Printed Presentation?

Is an Interview Presentation Appropriate for a Job in…?

What to Use to Develop a Presentation

Introducing Your Interview Presentation

Interview Presentation Sections

Interview Presentation Tips

Another Radical Idea: A Networking Presentation

Apply All the Principles of an Interview Presentation

Using an Interview Presentation Will Fix Your Interview

Chapter 16 - Present with Impact

You Have All the Elements of a Great Presentation

Give a STAR Interview

Show Confidence and Enthusiasm

Use a Conversational Style

Use Powerful Language

Communicate Using Body Language

Presenting to a Group

Avoid Perfection

Presenting with Impact Will Fix Your Interview

Chapter 17 - Advanced Interview Tips

Before the Interview

During the Interview

After the Interview

Using Advanced Interview Tips Will Fix Your Interview

Epilogue 202

It Is Time for You to Think Differently about Interviews

It Is Time for You to Act Differently in Interviews

Companies Need to be Smart About Hiring People— You Can Educate Them

A Glimpse of the Present and the Future

My Best Wishes

Appendix A - Interview Presentation Samples

An Example of an Entry-Level Interview Presentation

An Example of a Mid-level Interview Presentation

An Example of a Senior-Level Interview Presentation

Appendix B - Networking Presentation Sample

A Complete Example of a Networking Presentation

Appendix C - Content Libraries

Personal Brand Terms

Personal Success Factors

Strategic Action Plan

Appendix D - Interview Presentation Worksheet

Cover Page

Interview Presentation : Position Requirements/Match with Requirements

Position Title

Interview Presentation Section 4: Additional Areas of Expertise

Interview Presentation Section 5: Outstanding Accomplishments

Accomplishment Stories

Interview Presentation Section 6: Personal Success Factors

Interview Presentation Section 7: Strategic Action Plan

Interview Presentation Section 8: Why Hire Me?

Interview Presentation Section 9: Closing Questions