by Emily McSherry, Advize CEO
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Why Interviewing is Like Sales
When you're interviewing for a job, you're essentially selling yourself. Just like in sales, the key to success is understanding the "pain points" of the person you're speaking with and offering solutions that meet their needs. Think of it this way: if you were selling a water bottle to someone who loves hiking, you wouldn't just talk about the bottle—you'd highlight how it helps them stay hydrated on long hikes and how its strap makes it easy to carry. The same principle applies to interviews.
Uncovering the Hiring Manager’s Pain Points
So, how do you find out what a recruiter or hiring manager is really looking for? You start by asking the right questions. Here are my top five questions to ask during an interview to uncover their needs, allowing you to tailor your responses and highlight the most relevant aspects of your experience.
Question 1: Why is this position open?
Understanding the reason behind the job opening gives you insight into the company’s needs and challenges, while giving you insight into what may have happened and if it seems reasonable.
Question 2: What is most important to you in a candidate?
This is a direct way to uncover the key qualities and skills the hiring manager values most.
Question 3: How many people have you interviewed so far?
This question helps you gauge where they are in the hiring process and how competitive the position is.
Question 4: What was the reason you didn’t move forward with previous candidates?
Learning why others didn't make the cut can help you avoid the same pitfalls and position yourself as the ideal candidate.
Question 5: What did the previous person in this position do that made them successful? What could have made them better?
Understanding what worked and what didn’t in the past can help you align your experience with the expectations for the role.
Timing is Everything
The timing of when you ask these questions is crucial. A good recruiter will likely start the conversation with, “Tell me about yourself,” to test how prepared you are. Ideally, try to weave in Question 1 or Question 2 early in the conversation - a good place is at the end of your answer to “tell me about yourself”. This allows you to tailor your answers throughout the interview to better fit what the company is looking for. If you can’t ask early on, no worries—prepare your responses as best as you can by researching the job description and company background, then save these questions for the end to help you prepare for the next round. Or, even better, end the call with key selling points by recapping why you're a great fit for the position, while matching these examples back to their pain points you've successfully uncovered by asking the key questions.
Final Thoughts
By asking these strategic questions, you're not just answering the interviewer’s questions—you're also gathering valuable information that helps you position yourself as the best candidate for the job. Remember, every interview is an opportunity to sell yourself effectively, just like a great salesperson would.
Advize: Your Partner in Career Success
Advize is here to support you on your career and job search journeys! Countless students have turned to Advize to hear professionals in their desired fields answer interview questions in short-form videos. Whether you're preparing for an engineering position in the tech industry or any other role, you can listen to current professionals across over 85 industries and 39 roles discuss their responsibilities, key skills, and more. It's like having insider knowledge before you even step into the interview room.
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