First meeting with the boss without mistakes
Article #7: First meeting with the boss without mistakes.
The "conversation" with future superior is the substantial chance for the applicant "to reveal" himself in full measure. Don't be too garrulous and opinionated though. Imagine that your interlocutor is "the purchaser" and you are something like "a product of sale". It is simple approach but still it should be supplemented.
Sad story of the car salesman
There is Benjamin, the seller of cars in some office of the Toyota-company. The car Toyota Tundra was just announced The Truck of the Year. On the promotion of this model solid money was invested - advertisements were rotated on television and published in newspapers. The car became a bestseller. The company encouraged the employees to sell maximum quantity of Toyota Tundra, having involved system of rewards. And if today Benjamin sells one more car, he will fulfill car-sale's plan and will get a nice premium. But before closing there are no more than 20 minutes. Suddenly Benjamin sees some man drives up to the salon by old pickup. The stranger has parked his car and goes to a door. "I still can get my bonus!" Benjamin inwardly triumphs, rushing to the potential client. Pay attention to the dialog between Benjamin (B) and Client (C).
B: Good day! Toyota Company is glad to welcome you! I am Benjamin.
C: Hello.
Benjamin makes a gesture toward the Toyota Tundra.
B: Excellent car, isn't it?
C: Yes, it's true.
Further Benjamin starts telling the buyer everything about this model: about highest quality of assembly and remarkable technical characteristics; and (what is more) it even isn't necessary to speak about the democratic price! Benjamin uses "lofty phrases" during some minutes without a break; he does not miss a single detail, and finally summing up:
B: This is sure the best car you can gain for the money! Agree?
C: Yes. It's the best truck I've seen.
B: It's excellent!
Benjamin checks the watch and comprehends that the work time is over and the Major Manager is going to arrive home.
B: The working day of our salon is almost finished, nevertheless don't worry. The Manager can stay for some times. So, we make a deal right now! The car will become yours!
To his disappointment, the client mutters "No" and goes away towards the salon exit. Benjamin in confusion followed "lost client", persuading:
B: Wait a minute! Just imagine: tonight you'll arrive home by a new car!
The client goes to his pickup without a word to Benjamin. The seller in despair resorts to the last trump card:
B: I'll give you discount of 2000 dollars. Nobody and never managed to be bought so cheap new Toyota Tundra! Are you ready to buy the car?
Already sitting in a cabin, the frustrated client mutters: "I wished to buy another one - Toyota Prius..."
So, such error many applicants do.
The mistake of job seeker is his thinking that they know what "goods" the "buyer" (future boss) really needs.
Imagine another situation: the task of the manager allows him to pick up a personal assistant of the Human Resources Department. All - and personnel officer, who will give an advertisement for the recruitment and job seekers, who will read this ad, and even the manager, who will conduct an interview with the candidate - all of them think that the manager needs someone who will answer calls, prepare correspondence and organize business meeting. And, moreover - will be "involved" in shorthand, in organization of travels and other paper work - and all this in a friendly, unobtrusive, professional manner.
Each question in the interview is intended to determine in what degree a particular candidate corresponds to the presented criteria. The applicant answers questions, talking about his experience and skills. It seems like he is "selling" himself.
More skilled competitor speaks not only about the qualities, but also about existing advantages. For example, "I am really experienced in stenography during different meetings" (quality).
Or, "I realize what I should do. So, you shouldn't give me "further education" (advantage).
An applicant will also talk about his achievements, not only about duties. For example: "At my previous place I justified administrative needs of five people" (obligation). But it's possible to say differently: "I carried out all inquiries of five managers precisely in time, having never been late" (achievement).
And only one person out of a hundred uses a completely different approach...
Mary's happy story
The applicant Mary supplemented each answer (during the interview) with a counter-question: "How can I help your problem?"
Such tactic became for the interviewer (the hiring manager) a surprise. He responded it half in jest, "Make so that our clients ceased to complain, and I would have additional 3 hours for the solution of all affairs".
Mary again asked questions, "What is the cause of complaints from customers? How you think, on what your time leaves?"
She listened carefully the answers, asked the specifying questions and by that achieved two important goals:
1) She convinced the HR-manager in her sincere interest.
2) She changed the manager conception concerning the "product" which he needed, persuading the personnel officer to a choice in her favor.
The manager is no longer needed just an assistant. He needs person who can make his life at the work easier and will solve problems. Mary's answers showed - she is actually ready to help. In other words, she became exactly that "product" which "buyer" needed.
Remember Benjamin? If his first question to the buyer sounded like "How can I help you?" - Benjamin for certain would sell the car and received his "work-prize" from the company. Such problem is recognizable. The salesman often focuses on "what he needs", not the client.
This is the biggest mistake of all applicants. Simply demonstrate the hiring agent that you are willing to help company or exactly him, do it honestly, and you'll get any desired appointment!
Author: Job-less.info - Find the right job for you
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