HAVE YOUR BEST-EVER INTERVIEW
by
William Cottringer and Van Sloan

Going on a job interview is the ultimate challenge in building quick rapport with other individuals, presenting your best self, and effectively communicating that you are the right person for the job. Recent research indicates that it is not as much as intelligence and technical competence, as it is the "softer" side of things that lead to success in situations such as job interviews.

Sound research in linking success to emotional competencies (Goleman, 1998; Marcum, et. al., 2002), social skills (Sloan, 2000), likability and personal characteristics (Cottringer, 2002; Pitino, 1997) and rapport-building (Sloan & Cottringer, 2002), offers some valuable tips as to how to give your most successful interview. This article is a summary of the most important findings from that research.

The main object is to demonstrate the likability, social skills, personal characteristics and emotional competencies that will build good rapport and chemistry with the interviewer(s). This is what they are choosing, consciously or unconsciously.

BE HONEST

Honesty is the number one desirable trait that most people say influences them to like another person. Dishonesty of any sort is quickly and permanently viewed as unlikable. Dishonesty interferes with interpersonal relationships and shuts down communication. The challenge is to communicate your trustworthiness right away and avoid doing anything that might be misinterpreted as dishonesty.

Make sure your resume is 100% truthful and when you don't know the answer to a question, admit it. Watch your eye-contact, tone of voice, spontaneity of speech, nervous mannerisms, head-nodding and other non-verbal gestures that may "speak" differently than what you are saying. Think of a personal story that demonstrates your trustworthiness and use it at a good point in the interview.

Bill was once interviewed for a District Manager's job in the world's largest security company. He was asked if he was an honest person. he answered by telling about moving over to Australia and paying an overdue gas bill for $8.00, which actually ended up costing him nearly twenty dollars in the exchange rate, foreign money order fees and special mailing costs. He summarized by saying, "You may not think I was very smart for doing that, but at least you know I am a as honest as a day can be long." There was some laughter and a quick job offer.

BE POSITIVE AND UP-BEAT

People clearly prefer to be around others who consistently show a positive, up-beat attitude and employees who are this way perform much better than ones who are negative, complaining or blaming. Employers want positive, can-do employees. Just like dishonesty, negativity of any sort in the interview is a real turn-off for employers. Your positive energy is the best display of your good motivation, which is high on employers' wish lists.

If you are not naturally optimistic and overflowing with visible high energy and enthusiasm, then you may have to psyche yourself up with some positive self-talk before the interview. And if you are in a slump, your discouragement may inadvertently flavor your attitude in the wrong direction. Be careful to correct that. You may even have to over-compensate for it.

CHECK YOUR EGO AT THE DOOR

Being arrogant, conceited or self-centered in any way is quickly perceived as unlikable. Employers clearly prefer humble, modest achievers because they fit into the team better than individuals who think they are stars. Make an effort to be modest when telling about your strengths and accomplishments and take interest when interviewers are tooting their own horns.

It is always better that others ask about your accomplishments directly rather than appear as though you are bragging. Give appealing bits and pieces of yourself to pique curiosity. Your resume should be your brag sheet. The interview is to find out about you as the person.

DISPLAY A SENSE OF HUMOR

It is very important to find a time in the interview when you can show your good sense of humor. The interview can be a very tense situation that forces artificial behavior. When you can bring about a light, laughing moment, this can help relax everybody better so they can get to know the real you. Knowing that you don't take life or yourself too seriously is also a major selling point in your favor.

You don't have to be a stand-up comic to pull this off. Just look for a statement or little personal story that shows you have the ability to look at things a little off-centered. Or you can take advantage of someone else's humor by having a hearty laugh. Make sure your daily routine is balanced enough between work and play so this can be a natural manner rather than a contrived one.

DEMONSTRATE YOUR CAPACITY FOR EMPATHY

Empathy is a very desirable emotional competency in today's workplace. Empathy is the ability to understand and be sensitive to other people's thoughts, feelings and points of view. Empathy is an extremely valuable skill for accommodating diversity and building teamwork.

Think about a way you can demonstrate your capacity for empathy in the interview. Relate a story that shows your compassion for others or talk about how you learned something important by taking the time to understand another person's perspective. One lady who I once interviewed took a minute to describe her experiences in the Peace Corp. and accomplished both skillfully. I was truly amazed and impressed.

BE FRIENDLY, APPROACABLE AND EASY-GOING

Cheerful, happy, friendly, approachable and calm people help create a positive, enjoyable, productive workplace. People who are unfriendly, unhappy, impulsive and hostile disrupt the workplace and are very draining to employers and other employees. Interviewers easily notice any sort of emotional immaturity, anger or problems with self-control.

Prepare yourself to project a solid sense of inner harmony, friendliness and self-control throughout the interview. A good way to do this is to be patient and don't interrupt others, even when you have something urgent to say. You may also want to share a situation that clearly demonstrates your ability to remain calm in an emergency or a time when you wisely exercised self-control

BE POLITE AND COURTEOUS

Although national research indicates that polite manners are on the decrease, politeness and common courtesy are important factors that help you be perceived as likable. Rude, obnoxious, and ill-mannered people are not likable. They are not showing respect for others.

It pays to go out of your way to be polite and courteous in the interview. You show respect that way, and we all appreciate being treated with respect. Asking to sit down, getting permission to show materials, looking at people when they are asking you a question and saying thank you individually to everyone at the end of the interview will go along way to convey your good manners.

ACT SMART

There is no getting around the fact that employers do like intelligent employees. There are many ways you can act smart in an interview. You can show your good memory by using people's names, you can ask thoughtful questions and you can share personal insights that show your wisdom. And you can provide examples of good problem-solving or conflict resolution skills you have used successfully or demonstrate your ability to organize by giving thorough answers to questions.

Probably the best way to convey your intelligence in the interview is to listen carefully to each question, take a moment to collect your thoughts and then provide a succinct answer that includes enough detail and concrete examples to prove your are competent in that area. You can also write down some past work experiences that demonstrate your good judgment, creativity, common sense, or analytical ability, to use when asked about these things.

APPEAR ATTRACTIVE

Like it or not, people do judge a book by its cover. Prepare for your interview by looking your best and don't worry too much about being over-dressed. That can never hurt you. Pay close attention to good grooming, proper hygiene, style and neatness of your clothes and appropriateness of accessories. Communicate your likability by wearing your most likable outfit.

Having a pleasant face and good smile can do wonders to give you a likable appearance that people prefer. Prepare yourself mentally to be happy, peaceful and content on the inside so it shows on the outside. Make a mental note to work in at least ten smiles during a half-hour interview. Two of them should be at the beginning and end of the interview.

BE A GREAT LISTENER

Employers like employees who listen well. This is because there are times when they have to give employees training, instructions and other important information, and they want to be sure they are being heard. Good listening also demonstrates many of these other likable traits such as being polite, showing empathy and acting smart. Good listening is being smart because you can learn a lot of useful information that way.

Be cautious of your "air time" in the interview and don't ramble on. Never interrupt someone in the middle of saying something. Give the other people your full attention so you understand exactly what they are asking you and even why they might be asking you the question. Then your answer is sure to be the best you can give.

OTHER TIPS:

Here are a few other tips for building good rapport and having a great interview:

• ACKNOWLEDGE THE INTERVIEWER(S)

Plan a statement that acknowledges your appreciation for being given the interview and the time by the people doing the interview. I always begin the interview by first asking if I can sit down, and then saying something like, "Thank you for seeing me today. I appreciate the opportunity to be able to show you what I can do for your company." Consider ending the interview with a similar statement.

• BE FIRST OR LAST

Early social psychology research indicates that people generally remember things that come first or last in a series. If you have the opportunity, select either the first or last slot for your interview. People will naturally remember you better than the middle interviewees. Also put your best foot forward in the beginning and end of the interview.



• ASK GREAT QUESTIONS

Do some homework on the prospective employer and plan out some insightful questions you can ask that demonstrate your interest and thinking ability, when given the opportunity at the end of the interview. Remember that interviews are a two-way process. You have a right to "interview" an employer to determine if you want to go to work there.
Important judgments will be made about the quality of questions you ask, so ask some good ones.

• USE NAMES

Do some more homework and find out the names of the people who will be interviewing you or write them down when they introduce themselves. Call these people by their names when you meet them and when you shake their hands at the end of the interview. People like to hear the sound of their own names and this technique is good for building rapport with the interviewer(s) and showing interest in them.

• CONNECT

The quickest and easiest way to build good rapport with somebody is to psychologically connect by finding some common ground between you. Once I found out something personal about a Director of Corrections who was interviewing me for the Inspector General's position that he had just created in the State's prison system.. He was a photographer and gourmet cook and so was I. Half the interview was spent on swapping recipes and photo developing techniques. And I got a job offer.

• PLAN AHEAD OF TIME

The more time you spend preparing for your interview the better. Think about how you can communicate all these important skills and characteristics quickly and effectively. Think about the most important points you want people to know about yourself and figure out how you can work your "answers" into normal conversation. Practice power communication in getting your main points across with clarity and impact.

• SHOW ENTHUSIASM IN THE ORGANIZATION

Do some research on the organization you are applying to. Even consider taking a course related to the industry in order to increase your current job knowledge and maybe even meet some good contacts who can help you. Read company literature, talk to employees and search for other information that describes what they stand for. Then find ways to show how your experiences, interests and enthusiasm line up with their mission and goals. Such a fit is what employers are looking for.

• CREATE VALUE

Think about one or two unique, value-added talents, which you may be able to offer to the prospective employer. Leave them thinking about the important value you can create for them. If you are in college, a double major can do wonders for increasing your net worth.

• DISPLAY CONFIDENCE

At the root of most problems is lack of self-esteem. Employers do not want to take on employees with confidence problems. It is too much work. Avoid giving any glimpses of low self-esteem, by poor posture, lack of eye contact, flimsy handshake, depressed manner, low energy, self-depreciation or other such clues. Prepare yourself to be confident about your past accomplishments and for doing the best you can do in the present interview.

• WORK ON YOUR VOICE

We often spend considerable time working to improve both our written and oral communication- trying to make it clearer, flow smoother, and have the desired effect on people. It is odd that we don't focus more on our voice. Our voice is the first thing other people hear and it has a significant effect on them. Consider analyzing your voice and practice improving how melodious, friendly, confident and pleasing you sound.

• SHOW YOUR DESIRE FOR IMPROVEMENT

Employers want people who are willing to learn and grow in the job. The best way you can demonstrate this desirable trait in the interview is to share self-understanding of a minor fault and what you are doing to correct it. You may also want to share a past failure that you turned into a success or ask about training opportunities at the new job. You want to communicate your understanding that becoming successful is a continuous journey.

• BE PUNCTUAL

Make a point to show up for the job interview slightly ahead of time. As crazy as it may seem, you could easily not get the job if you are a minute late! Leave plenty of time and do a dry run the day before if need be. You can even pick up some literature about the company or ask other employees how they like working there. Being on time for work is one of the most important characteristics employers are looking for. Punctuality demonstrates responsibility, enthusiasm and compliance with work rules (see http://SQ.4mg.com/traits.htm).

• COMPETE AGAINST YOURSELF.

Avoid approaching the interview as if you are competing against other people for this job. Make a special attempt to compete against your own previous best interview performance. Raise the bar by using all this excellent information to have your best-ever interview! Be likable, demonstrate critical social skills and show your emotional competencies. Be simply irresistible to the employer!

REFERENCES

Cottringer, W. "Be Likable!" WISE Magazine. August, 2002.
Cottringer, W. "The Right Work Attitude." Services Magazine, March 2000.
Cottringer, W and Haberer, L. "Are You Likable?" Personal Excellence, April 2000.
Cottringer, W. and Sloan, V. "Building Excellent Rapport." Security Management, August 2002.
Marcum, D.; Smith, S. and Khalsa, M. businessThink. NY: John Wiley & Sons, 2002.
Pitino, R. Success is a Choice. NY: Broadway Books, 1997.
Goleman, D. Working With Emotional Intelligence. NY: Bantam Books, 1998.
Sloan, V. "How Likable Are you?" Self Magazine. September, 2000.


William Cottringer is a Business Consultant, Sport Psychologist and College Teacher from St. Louis. He is also author of "P" Point Management: Doing Little Things That Get Big Results, Passwords to The Prosperity Zone and You Can Have Your Cheese & Eat It Too. He can be reached at (618) 288-4956 or ckurtdoc.charter.net Van Sloan, MBA Stanford, is an Educational and General Consultant in the San Francisco area. He can be reached at (415) 389-8460 or VanSloan.yahoo.com Be sure and visit www.sq.4mg.com for more detailed information.