ANTICIPATE

Anticipate Objections Before You Interview

Most candidates do a great job of researching the company that they will be interviewing with.  Good candidates will have a prepared list of questions to ask the interviewer. Some will have a PowerPoint presentation or brag book.  Many will roleplay with someone to practice answers to very tough questions.  But what many people fail to do is to prepare for a very important segment of the interview- objections.

It is often said that the sale begins when the buyer says no.  There are going to be situations where an interviewer is going to raise a concern- whether it be your lack of overall experience, lack of specific experience, too many jobs, too much time at one job ( yes), your location,, your age ( illegal, but it happens), your income, your lack of formalized sales training- whatever. How you handle objections is a critical key to selling yourself.  In effect, the interviewer is saying no.  Now it is your time to sell yourself

The trick is to anticipate objections before you interview, and have a proper response ready before your interview.  Rehearse your responses over and over so that they become a reflex action.   Over the next few weeks, we will examine the most common objections to a candidate’s background, and how to deal with those objections.

Let’s start with this one:

I’m concerned that you have been with your company too long.  Why haven’t you moved on? Why haven’t you moved up in the company?

Here is a suggested response:

“Natalie, I totally understand your concern.  You know, it’s interesting that people get penalized for having too many jobs, yet they also have concerns about my job history.  Let me just say that I value loyalty to my manager, my company and to my position.  You can’t put a price tag on that.  I also value challenges. This position has afforded me a comfortable lifestyle, I am able to provide for my family, I am happy, and this job is still demanding, exciting, and up to now- challenging.  Given that, there was no need to look at another position or promotion. I’m finding now that I have achieved all that I have set out to achieve in this territory, the challenges have diminished, and I’m now looking to be challenged again.  I guess I’m just a victim of my own success. Have I answered your concern?”

Who can argue with that?

Your comments and questions are always welcome.  Please check back for more updates.