One strategy for job-seekers preparing for behavioral interviews is to use the STAR Technique, as outlined below. (This technique is often referred to as the SAR and PAR techniques as well.)

SHARE Model

A similar method to the STAR Method is the SHARE Model for responding to behavioral-based job interview questions:

S

— Situation; describe a specific situation;

H

— Hinderances; identify any hindrances or challenges faced;

A

— Action; explain the action(s) you took in response;

R

— Results; discuss the results or outcomes from your action(s);

E

— Evaluate; explain and evaluate what you learned from the experience.

We’ve all heard stories of job candidates who looked great on paper but who were absolute disasters in person. With fewer and fewer interview opportunities available in this competitive market, it’s essential to make the best possible first impression.

You can learn from the mistakes of others and avoid the top 10 worst interview blunders.

Poor handshake: The three-second handshake that starts the interview is your first opportunity to create a great impression. But all too often an interview is blown right from the start by an ineffective handshake. Once you’ve delivered a poor handshake, it’s nearly impossible to recover your efforts to build rapport. Here are some examples:

• The Limp Hand (or “dead fish”): Gives the impression of disinterest or weakness;
• The Tips of the Fingers: Shows lack of ability to engage;
• The Arm Pump: Sincerity is questionable, much like an overly aggressive salesman.

Even if you’re a seasoned professional, don’t assume you have avoided these pitfalls. Your handshake may be telling more about you than you know. Ask for honest critiques from several friends who aren’t afraid to tell you the truth.

Talking too much: In my recruiting days, I abhorred over-talkative candidates. So did most of my client employers. Over-talking takes a couple of forms:

• Taking too long to answer direct questions. The impression: This candidate just can’t get to the point.
• Nervous talkers. The impression: This candidate is covering up something or is outright lying.

To avoid either of these forms of over-talking, practice answering questions in a direct manner. Avoid nervous talking by preparing for your interview with role-play

Talking negatively about current or past employers/managers: The fastest way to talk yourself out of a new job is to say negative things. Even if your last boss was Attila the Hun, never, never state your ill feelings about him/her. No matter how reasonable your complaints,you will come out the loser if you show that you disrespect your boss because the interviewer will assume that you would similarly trash him or her. When faced with the challenge of talking about former employers, make sure you are prepared with a positive spin on your experiences.

Showing up late or too early: One of the first lessons in job-search etiquette is to show up on time for interviews. Many job-seekers don’t realize, however, that showing up too early often creates a poor first impression as well. Arriving more than 10 minutes early for an interview is a dead giveaway that the job-seeker has too much time on his or her hands, much like the last one picked for the softball team. Don’t diminish your candidate desirability by appearing desperate. Act as if your time were as valuable as the interviewer’s. Always arrive on time, but never more than 10 minutes early.

Treating the receptionist rudely: Since the first person you meet on an interview is usually a receptionist, this encounter represents the first impression you’ll make. Don’t mistake low rank for low input. Often that receptionist’s job is to usher you into your interview. The receptionist has the power to pave your way positively or negatively before you even set eyes on the interviewer. The interviewer may also solicit the receptionist’s opinion of you after you leave.

Asking about benefits, vacation time, or salary: What if a car salesman asked to see your credit report before allowing you to test drive the cars? That would be ridiculous, and you’d walk away in disgust. The effect is about the same when a job-seeker asks about benefits or other employee perks during the first interview. Wait until you’ve won the employer over before beginning that discussion.

Not preparing for the interview: Nothing communicates disinterest like a candidate who hasn’t bothered to do pre-interview research. On the flip side, the quickest way to a good impression is to demonstrate your interest with a few well-thought-out questions that reflect your knowledge of their organization.

Verbal ticks: An ill-at-ease candidate seldom makes a good impression. The first signs of nervousness are verbal ticks. We all have them from time to time — “umm,” “like,” “you know.” Ignore the butterflies in your stomach and put up a front of calm confidence by avoiding verbal ticks. You can also sometimes avoid verbal ticks by pausing for a few seconds to gather your thoughts before each response.

One of the best ways to reduce or eliminate them is through role-play. Practice sharing your best success stories ahead of time, and you’ll feel more relaxed during the real interview.

Not enough/too much eye contact: Either situation can create a negative effect. Avoid eye contact and you’ll seem shifty, untruthful, or disinterested; offer too much eye contact, and you’ll wear the interviewer out. If you sometimes have trouble with eye-contact balance, work this issue out ahead of time in an interview practice session with a friend.

Failure to match communication styles: It’s almost impossible to make a good first impression if you can’t communicate effectively with an interviewer. But you can easily change that situation by mirroring the way the interviewer treats you. For instance:

• If the interviewer seems all business, don’t attempt to loosen him/her up with a joke or story. Be succinct and businesslike.
• If the interviewer is personable, try discussing his/her interests. Often the items on display in the office can offer a clue.
• If asked a direct question, answer directly. Then follow up by asking if more information is needed.

Allowing the interviewer to set the tone of conversation can vastly improve your chances of making a favorable impression. You can put the interviewer at ease — and make yourself seem more like him or her — by mirroring his or her communication style.

Final Thoughts on Improving Interviewing Skills

Just as a strong resume wins you an opportunity to interview, strong interview skills will win you consideration for the job. You already know that you won’t earn an interview unless your resume sets you apart as a candidate of choice. Similarly, you should know that polishing your interview skills can mean the difference between getting the job offer — and being a runner-up.

Start your job search with a resume that creates a stellar first impression, then back those facts up with your extraordinary interview skills. You will have made yourself a better candidate by avoiding these 10 interview pitfalls. And no one will have to talk about you as the candidate who “almost” got the job.

Courtesy of Deborah Walker; Certified Career Management Coach. Her expertise includes resume writing and career coaching. She holds membership in the National Resume Writer’s Association. As a former headhunter, her advice comes from an insider’s prospective based on years working with HR professionals and corporate hiring managers. Visit Deb on the Web.

The best job-hunters understand the power of marketing in the job-search, and comparing the job interview to a sales call is vital to achieving greater success — in obtaining the job offers you seek. But the burden is not all on the job-seeker, because the employer also sees the job interview as a sales call — and just as much as you are selling yourself as the product to be purchased by the employer, the hiring manager is also selling the employer’s value to you.

And anyone who knows even just a little about sales knows that the key to success is in overcoming objections and then closing the sale. This article shows you how you can do the same in the job interview — and how using this technique will take you one step closer to the job offer.

Overcoming Hiring Manager Objections

In sales, it’s a proven theory that if you can overcome all your prospect’s objections, s/he will have no choice but to agree to your offer. And while you are not doing the exact same thing for the same reasons, the logic holds that if you can overcome all the objections of the hiring manager, then you’ll be more likely to move on to the next step in the process.

Overcoming objectives can be done in a number of different ways, but the keys are to acknowledge the interviewer’s objection, understand the true cause of the objection, and respond with enough information to defuse the objection. It’s best to anticipate these potential objections before the job interview so you can practice your responses.

What do you do if no objections are raised? It might not mean that there none exist, so it’s best to probe to uncover any — again, because it’s much better to get them out in the open and address them than to let them sit, clouding your future. As the interview winds down, if no objections have been raised, consider asking a question such as, “Do you see any concerns that stand in the way of my succeeding in this position?”

Some Common Objections Raised by Employers in Job Interviews

Here’s a collection of some of the more common objections raised in job interviews.

“I’m concerned you have too much experience for this position.”

This comment is the most loaded of objections because it can mean one of several things — and it is your job to discover which one it is. The good news is that if you got the interview, your qualifications make you an attractive candidate. Most often, this comment is concealing a concern about your age, attitude, or motivation. Obviously, the interviewer cannot ask your age, but someone with a lot of experience is often older, and the employer may have some concerns about fit, especially if the rest of the department is younger. Older workers also sometimes put out a vibe that because of their vast experience they know it all — and are seen as having an attitude problem. Finally, if you have years in the same type of position, some interviewers will question your drive and motivation to move ahead (incorrectly assuming that everyone wants to do so).

“I’m not sure we can pay you the salary you are seeking.”

Related to the over-experience comment is the salary issue. Employers are always concerned about salary — and hiring employees that best fit their budgets — so the employer may be interested in you, but has a nagging question about affording you. In this case, it’s important to defuse the objection without giving away too much information so that you still have leverage if you do get the job offer.

“I’m just not sure you have the experience for this position.”

On the other side of the spectrum is a job-seeker who shows potential — and thus gets the interview — but with whom the employer has some lingering doubts. Perhaps it is not quite enough years of experience, or perhaps the experience is in a different field. As a job-seeker, your goal is to show exactly how — regardless of the time spent or where it was spent — you have the skills to get the job done. One great tool for this objection is a career portfolio, in which you not only can tell the story of how you are qualified — but show it as well through examples in your portfolio.

“I’m not sure you would fit into the team.”

So many jobs require workers to participate in one or more teams that it seems inconceivable that a job-seeker would not have experience working in teams, but if for some reason you do not have much experience in teamwork, you must demonstrate that you understand the importance of teams in the workplace and how you can be a team player. Demonstrating your knowledge of the organizational culture will also be a plus in this situation.

“I’m concerned about the number of jobs you’ve held in such a short period of time.”

If you have had an unusual number of jobs in the last few years, some interviewers will raise the job-hopper question, so you need to be able to explain the logic of your job history. It’s important to note that even though employers are not as loyal to their employees as in the past, they still expect employees to be loyal to them.

“We really like you but are just not sure where you fit.”

The good news about this objection is that you have won half the battle because the employer likes you and wants to hire you, but is simply unsure of how to best utilize your skills. The key to your response has to be having the confidence in yourself and the knowledge about the employer to explain clearly why you are a fit for the position you are interviewing for.

“Were you fired from your last job?”

Unless the employer has inside information about you — or you are currently unemployed while job-hunting — this should not be a common objection. However, if you have been downsized or fired from your last job, you should at least anticipate this objection. It’s pretty common to be defensive about the subject since no one likes being fired — even if you were let go simply because your job was eliminated — so you need to put that behind you when responding to this objection.

Closing the Sale
Once you have made your salient points about how you are the perfect candidate for the position and overcome any objections from the interviewer, your final step is closing the sale. How aggressive you are in this step is sometimes the difference between an offer and nothing, but it is up to you to decide how strongly you want to close the interview. At a minimum, you should ask about the next step in the process, how many other candidates there are, and an estimate of the timetable for completing the process — what some marketers might call the trial close, where you are feeling out the interviewer. However, if you truly feel the interview was a good one, that you are a great fit for the position, and that you have overcome all the interviewer’s objections, you should ask for the job. Best case, you’ll get the offer; worst case, you’ll be told you need to wait.

Final Thoughts on Overcoming Objections in Job Interviews

In attempting to overcome these objections remember to not dwell on the objection, but instead, once you are sure you understand it, turn it around to overcome it. If you do have a weakness that the interviewer has uncovered, find a way to turn it into a strength. For example, if you have been fired from your last job, find a way to showcase how the experience has given you new insight into making sure your boss knows the contributions you are making.

And for those of you who do not have experience in sales, one piece of warning. While it is helpful to think of the interview as a sales call, do be careful not to overdo it — to not oversell yourself to the point where you actually turn the interviewer off about your candidacy. You need to walk the line between being too modest about your accomplishments and fit with the organization and talking too much about yourself.

Finally, always remember that the interview really is a conversation between two parties who are both trying to showcase their best points. Your goal is to leave the interview knowing you did your best to sell your unique mix of skills and accomplishments while overcoming any objections raised by the interviewer.

Courtesy of Katharine Hansen, Ph.D., creative director and associate publisher of Quintessential Careers, is an educator, author, and blogger who provides content for Quintessential Careers, edits QuintZine, an electronic newsletter for jobseekers, and blogs about storytelling in the job search at A Storied Career. Katharine, who earned her PhD in organizational behavior from Union Institute & University, Cincinnati, OH, is author of Dynamic Cover Letters for New Graduatesand A Foot in the Door: Networking Your Way into the Hidden Job Market (both published by Ten Speed Press), as well as Top Notch Executive Resumes (Career Press); and with Randall S. Hansen, Ph.D., Dynamic Cover Letters, Write Your Way to a Higher GPA (Ten Speed), and The Complete Idiot’s Guide to Study Skills (Alpha). Visit her personal Website or reach her by e-mail at kathy(at)quintcareers.com. Check out Dr. Hansen on GooglePlus.

Here are the keys to successful job interviewing. Job-seekers who follow these simple rules and guidelines should achieve success in this important phase of job-hunting.

• Do take a practice run to the location where you are having the interview — or otherwise be sure you know exactly where it is and how long it takes to get there.

• Do your research and know the type of job interview you will encounter. And do prepare and practice for the interview, but don’tmemorize or over-rehearse your answers.

• Do dress the part for the job, the company, the industry. And do err on the side of conservatism. If you’re not sure, consider reading our article, When Job-Hunting: Dress for Success. Don’t dress for the Job you have, dress for the job you WANT.

• Do plan to arrive about 10 minutes early. Late arrival for a job interview is never excusable. If you are running late, do phone the company.

• Do greet the receptionist or assistant with courtesy and respect. This situation is where you make your first impression with the employer.

• Don’t chew gum during the interview.

• If presented with a job application,do fill it out neatly, completely, and accurately.

• Do bring extra resumes to the interview. (Even better, if you have a job-skills portfolio, do bring that with you to the interview.)

• Don’t rely on your application or resume to do the selling for you. No matter how qualified you are for the position, you will need to sell yourself to the interviewer.

• Do greet the interviewer(s) by title (Ms., Mr., Dr.) and last name if you are sure of the pronunciation. (If you’re not sure, do ask the receptionist about the pronunciation before going into the interview.

• Do shake hands firmly. Don’t have a limp or clammy handshake!

• Do wait until you are offered a chair before sitting. And do remember body language and posture: sit upright and look alert and interested at all times. Don’t fidget or slouch.

• Don’t tell jokes during the interview.

• Do make good eye contact with your interviewer(s).

• Do show enthusiasm in the position and the company.

• Don’t smoke, even if the interviewer does and offers you a cigarette. And don’tsmoke beforehand so that you smell like smoke. Do brush your teeth, use mouthwash, or have a breath mint before the interview.

• Do avoid using poor language, slang, and pause words (such as “like,” “uh,” and “um”).

• Don’t be soft-spoken. A forceful voice projects confidence.

• Do have a high confidence and energy level, but don’t be overly aggressive.

• Don’t act as though you would take any job or are desperate for employment.

• Do avoid controversial topics.

• Don’t say anything negative about former colleagues, supervisors, or employers.

• Do make sure that your good points come across to the interviewer in a factual, sincere manner.

• Don’t ever lie. Answer questions truthfully, frankly and succinctly. And don’t over-answer questions.

• Do stress your achievements. And don’t offer any negative information about yourself.

• Don’t answer questions with a simple “yes” or “no.” Explain whenever possible. Describe those things about yourself that showcase your talents, skills, and determination. Give detailed examples.

• Do show off the research you have done on the company and industry when responding to questions.

• Don’t bring up or discuss personal issues or family problems.

• Do remember that the interview is also an important time for you to evaluate the interviewer and the company she represents.

• Don’t respond to an unexpected question with an extended pause or by saying something like, “boy, that’s a good question.” And do repeat the question aloud or ask for the question to be repeated to give you a little more time to think about an answer. Also, a short pause before responding is okay.

• Do always conduct yourself as if you are determined to get the job you are discussing. Never close the door on an opportunity until you are sure about it.

• Don’t answer cell-phone calls during the interview, and do turn off (or set to silent ring) your cell phone.

• Do show what you can do for the company rather than what the company can do for you.

• Don’t inquire about salary, vacations, bonuses, retirement, or other benefits until after you’ve received an offer. Be prepared for a question about your salary requirements, but do try and delay salary talk until you have an offer.

• Do ask intelligent questions about the job, company, or industry. Don’t ever not ask any questions — it shows a lack of interest.

• Do close the interview by telling the interviewer(s) that you want the job and asking about the next step in the process. (Some experts even say you should close the interview by asking for the job.)

• Do try to get business cards from each person you interviewed with — or at least the correct spelling of their first and last names. And don’t make assumptions about simple names (was it Jon or John?) get the spelling.

• Do immediately take down notes after the interview concludes so you don’t forget crucial details.

• Do write thank you letters within 24 hours to each person who interviewed you. And do know all the rules of the do’s & don’t on the following up after the interview.

Job Interview Follow-Up Do’s and Don’ts

 

Job-seekers must remember that your work is not done once you finish the job interview. If you want the job, you can’t just sit back and wait for the job offer, so consider these key rules, guidelines, and strategies for following-up your job interviews.

 

• Do ask at the end of the interview when the employer expects to make the hiring decision.

 

• Do be proactive and consider follow-up a strategic part of your job search process. Follow-up can give you just the edge you need to get the job offer over others who interviewed for the position.

 

• Do use these follow-up techniques to continue to show your enthusiasm and desire for the position, but don’t make it seem as though you are desperate.

 

• Do obtain the correct titles and names of all the people who interviewed you. (Ideally, do get each person’s business card.)

 

• Do write individual thank you notes or letters to each person who interviewed you — within two business days. Each letter can be essentially the same, but try to vary each a bit in case recipients compare notes. Don’t ever fail to send a thank you — even if you are sure the job is not for you. And do write thank you notes after everyinterview.

 

• Don’t worry so much about hand-written versus typed thank you letters, but don’tmake a mistake by sending it through the wrong medium; make sure you know the best method of reaching the employer, whether by postal mail, email, or fax.

 

• In your thank you letter, do show appreciation for the employer’s interest in you anddo remind the employer about why you are the perfect person for the position.

 

• Don’t ever have any errors (misspellings or typos) in your thank you letters.

 

• Do alert your references — if you have not done so already — that they may be getting a phone call from the employer.

 

• Don’t stop job-hunting, even if you feel confident that you will get a job offer. Docontinue to interview and attempt to find other opportunities.

 

• Do follow-up with a telephone call to the employer within a week to ten days (or sooner, if the employer had a shorter timetable) to ask about the position. And docontinue to build rapport and sell your strengths during the phone call.

 

• Do be patient. The hiring process often takes longer than the employer expects.

 

• Do continue following-up, especially if the employer asks you to. Remember the adage about the squeaky wheel getting the oil. Just don’t go overboard and annoy or bother the employer.

 

• Don’t place too much importance on one job or one interview; there will be other opportunities for you.

 

• Do use other job offers as leverage in your follow-up — to get the offer you really want.

 

• Don’t burn any bridges if you do not get a job offer. And do try and turn the situation into a positive by bringing the interviewer(s) into your network, possibly even asking them for referrals to other contacts.