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Active Interviewing: Branding, Selling, and Presenting Yourself to Win Your Next Job

Book Description

Outshine the competition in any interviewing situation with the unique, presentation-based approach to job interviews found only in Kramer's ACTIVE INTERVIEWING: BRANDING, SELLING, AND PRESENTING YOURSELF TO WIN YOUR NEXT JOB. This unique book provides the strategies and tools today's job candidate needs to ensure confidence and success in any job interview. Rather than focusing on the typical interview suggestions, such as dress, handshakes, or answering questions, this book focuses on higher level interview strategies, including company research, personal branding, interviewing presentation and sales, developing strategic action plans and follow-through. Job interviewees learn how to apply proven sales strategies to the interview process in any the industry, particularly for professional-level positions. This is the only interview book that not only demonstrates a powerfully persuasive presentation approach but also integrates an online interactive tool. Each new book includes an online subscription to with interview presentation tools that visually communicate how the job candidate's unique skills make him or her the best choice for the job. ACTIVE INTERVIEWING: BRANDING, SELLING, AND PRESENTING YOURSELF TO WIN YOUR NEXT JOB is the first book to put today's job candidate in the position to drive the interview process and secure the job.

Table of Contents

  1. Copyright
    1. Dedication
  2. Acknowledgments
  3. About the Author
  4. Introduction
    1. Where Does Active Interviewing Come From?
    2. It’s Not a Job Search, It’s Career Management
    3. This Book Will Challenge You—Are You Up for It?
    4. This Book Proposes a Bold Approach to Job Interviews
    5. Something for Every Level of Job Seeker
    6. Here Is My Guarantee
  5. 1. The Job Interview Is Broken
    1. Job Interviews Are Broken
      1. Interviews Are Like a Coin Toss
      2. Subjectivity Is Rampant
      3. Job Descriptions Are Poor
      4. Interviewers Are Poorly Trained
      5. Interviews Are Not Designed to Help Candidates Present Their Best
      6. Job Interviews Are Not the “Real World”
      7. Job Interviews Are Only Verbal
    2. Interviews Are Broken—Please Don’t Make Them Worse
      1. Candidates Don’t Think Like a Service Provider Competing in the Employment Marketplace
      2. Candidates Fail to Communicate a Brand
      3. Candidates Sell Drills, Not Holes
      4. Candidates Focus Too Much on Interview Questions
      5. Candidates Ask Wimpy Questions
      6. Candidates Assume That Interviewers Know a Good Prospect When They Interview One
      7. Candidates Sell Features Rather Than Benefits
      8. Candidates Follow the Herd
    3. Who Is in Control Here?
    4. Interview Questions Are Not the Answer
    5. Job Interviews Are Broken, but You Can Repair Yours!
    6. Important Takeaways That Will Fix Your Interviews
  6. 2. The Job Search as a Sales Process
    1. The Top Six Customer Questions
    2. Selling Your Services
      1. The Three-Step Job-Search Sales Process
        1. What Are You Selling?
        2. Services, Features, and Benefits
        3. Personal Success Factors
        4. Marketing Materials
        5. To Whom Are You Selling?
        6. Prospecting for Customers
      2. Prospects versus Sales Targets
      3. Sales Is a Numbers Game
    3. A Job Search Is Not the Same as Door-to-Door Sales
    4. Fear of Selling Is the Fear of Rejection
    5. Overcoming the Fear of Selling
      1. You’re a Salesperson Already, So What’s the Fear?
      2. Believe in Your Service
      3. Know Your Service’s Value in the Marketplace
      4. Develop a Sales Attitude
      5. Where Has Your Service Succeeded?
      6. Know Your Strengths and Weaknesses
    6. It Only Takes One
    7. Approaching the Job Search as a Sales Process Will Fix Your Interviews
  7. 3. The Interview as a Sales Call
    1. The Basic Interview Tension
    2. The Interviewer Is an Informed Buyer
    3. There Is Only One Hiring Issue: Your Value to the Company
    4. There Are Only Three Questions
      1. Can You Do the Job?
      2. Are You Motivated to Do the Job?
      3. Do You Fit Their Culture?
    5. A Sales Call Provides a Good Structure for Interviewing
      1. Warming-Up Period
      2. Fact Finding or Needs Analysis
      3. Sales Presentation
      4. The Close
    6. Sales Techniques Enhance Your Interviews
    7. Applying a Sales Process to an Interview Helps You Understand What Is Going On
    8. Successful Salespeople Choose Their Customers
    9. Selling in an Interview Will Fix Your Interviews
  8. 4. Using Basic Sales Skills in Your Interviews
    1. You Don’t Have to Be a Great Salesperson to Sell Yourself in Interviews
    2. Selling Is Mostly Listening
      1. There Are Two Parts to Listening
        1. Empathetic Listening
        2. Information Processing
      2. Most Candidates Are Hearing When They Should Be Listening
      3. Listening to the Flip Side
      4. Listening Begins at the First Contact
      5. Listening Pitfalls
    3. Asking Good Questions Supports Good Listening
      1. What You Know
      2. What You Don’t Know
      3. What You Don’t Know That You Don’t Know
    4. Selling Is a Fancy Word for Persuading
      1. Persuasion Stands on Three Legs
        1. Credibility and Trust
        2. Emotional Engagement
        3. Persuasive Arguments
    5. Discovering the “Pain”
    6. Most Candidates Avoid Objections When They Should Embrace Them
    7. Handle Your Emotions
      1. Label Your Feelings Accurately
      2. Preparation Means Confidence
      3. Focus on the Process, Not the Outcome
      4. Have a Full Pipeline
    8. Eliminate FUD (Fear, Uncertainty, and Doubt)
    9. Focus on the Buyer
    10. Keep It Simple
    11. Have a Successful Close
    12. Thank You, No Thanks—Follow Through, Yes Please!
    13. No Doesn’t Mean No Forever
    14. Using Sales Skills Will Fix Your Interviews
  9. 5. The Interview Presentation: An Overview
    1. A Presentation in an Interview—Now That’s Unusual!
    2. Would You Go to a Gunfight Armed Only with a Knife?
    3. Isn’t “Interview Presentation” Just another Way of Saying PowerPoint?
    4. An Interview Presentation Is a Specialized Version of a Sales Presentation
    5. An Interview Presentation Goes Way beyond a Resume
    6. Preparation Is 90 Percent of the Value
    7. Presenting Is a Basic Professional Skill
    8. The Eight Parts of a Powerful Interview Presentation
      1. Presenting Your Personal Brand
      2. Matching Your Background and Experience with Critical Position Requirements
      3. Highlighting Additional Areas of Expertise You Bring to the Job
      4. Highlighting Career Accomplishments and Outstanding Experiences
      5. Illustrating Personal Qualities That Drive Your Job Success
      6. Developing 30- and 60-Day Strategic Action Plans
      7. Presenting the Benefits the Company Gets from Hiring You
      8. Presenting Important Questions
    9. A Presentation Will Fix Your Interviews
  10. 6. Creating Your Personal Brand
    1. You’ve Got One, So You Might as Well Manage It
    2. Determine Your Professional Brand
    3. Your Brand Is a Promise of Value
    4. Your Brand: The Flip Side
    5. Quality and Usability
    6. Brand Killers
    7. You’ve Got It, Now Use It!
    8. Use Your Brand Statement Often
    9. Your Brand Has to Stand Up to Scrutiny
    10. Brands Are Hard Won and Easily Lost
    11. Are You an Expert? Probably!
    12. From Mid-Level Manager to the World’s Foremost Expert
    13. Your Vision and Mission
    14. Create Brand Fans
      1. Address Negativity
      2. Build a Solid and Positive Experience
      3. Build Others’ Brands
      4. Encourage Your Fans to Be Active
      5. Reward Your Fans
    15. Your Online Identity Communicates Your Brand
    16. Six Effective Strategies for Building and Improving Your Brand Online
      1. Own Your Name
      2. Refine and Expand Your Online Network
      3. Upgrade Your Resume to the Online World
      4. Write Your Way to the Top
      5. Keep Your Online Identity Clean
      6. Track Your Online Brand
    17. It’s Not Who You Know, It’s Who Knows You!
    18. A Strong Brand Will Fix Your Interviews
  11. 7. Critical Job Requirements
    1. A Good Job Description
      1. Job Description
      2. Education and Specifications
      3. Duties and Responsibilities
      4. Skills and Knowledge
    2. You’re a Salesperson, So Go Get the Requirements
    3. Job Requirements Often Are Broken
    4. Ask Good Questions
      1. Position Qualifications Questions
      2. Position Task Questions
      3. Organizational Questions
    5. Many Job Descriptions Are Really Wish Lists
    6. Be Aware of Fluffy Requirements
    7. Acknowledge What’s Missing
    8. Knowing the Critical Job Requirements Will Fix Your Interviews
  12. 8. Link Your Background to the Critical Job Requirements
    1. Differentiation Is Your Biggest Challenge
    2. Interviewers Like Similarities
      1. Use the Same Language
      2. You Have Exclusive Information, So Use It!
      3. Tell Stories and Give Examples
      4. Numbers Tell a Story
    3. Linking Your Background to the Critical Job Requirements Will Fix Your Interviews
  13. 9. Your Value-Adds and Significant Selling Proposition
    1. Value-Adds
      1. Not Really a Value-Add
      2. Not Aware of a Value-Add
    2. Effectively Package a Value-Add
    3. Value-Adds Require Proof
    4. For Maximum Impact, Attach a Story and a Benefit to Your Value-Add
    5. Use a Significant Selling Proposition
    6. Have an SSP, No Story Needed
    7. Discover Your Value-Adds and SSPs
      1. Know Your Customers
      2. Know Your Competition
      3. Know Yourself
      4. Know Your Profession
    8. A Value-Add Is More Valuable If It’s Hard to Acquire
    9. Value-Adds and SSPs Will Fix Your Interviews
  14. 10. Tell Stories That Engage and Persuade
    1. Our Stories Define Who We Are
    2. A Story Has a Beginning, a Middle, an End, and Excitement
      1. A Plot
      2. A Theme
      3. Dramatic Tension
    3. Success-Story Format
      1. Situation
      2. Barriers
      3. Action
        1. Not Enough Detail
        2. Too Much Team
      4. Result
    4. We All Have Success Stories
    5. Success-Story Memory Joggers
    6. When to Tell a Story
    7. Boring Is How You’re Saying It, Not What You’re Saying
    8. Answer the Dreaded Weakness Question with a Story
    9. Telling Stories Will Fix Your Interviews
  15. 11. Personal Success Factors
    1. Interpersonal
    2. Intrapersonal
    3. Information
    4. Personal Success Factors: Choose Seven
      1. Personal Success Factors That Relate Most Closely to the Critical Job Requirements
      2. Personal Success Factors to Which You Most Strongly Relate
      3. Personal Success Factors for Which You Have Success Stories
    5. Provide Proof of Your Personal Success Factors
    6. Brand versus Personal Success Factors
    7. Interviewers Aren’t Good at Determining Your Personal Success Factors
    8. Don’t Force a Fit
    9. Talking about Personal Success Factors Will Fix Your Interviews
  16. 12. Your Strategic Action Plan
    1. Most Frequently Asked Questions
      1. How Do You Know Company-Appropriate Goals?
      2. What If You Have the Wrong Goals?
    2. It’s a Conversation
    3. Be S.M.A.R.T. with Your Goals
      1. Specific
      2. Measurable
      3. Attainable
      4. Realistic
      5. Timely
    4. Simple Beats Bold
    5. Strategic Action Plan Goal Examples
    6. A Strategic Action Plan Will Fix Your Interviews
  17. 13. Why Hiring You Is a Good Idea
    1. Don’t Let Hiring Managers Guess about Hiring You
    2. Why Hire Me?
    3. What Do Employers Want?
    4. Features versus Benefits
      1. Who Is the Main Benefits Beneficiary?
      2. The Greatest Benefits Are Emotional
    5. Telling the Hiring Manager Why You Should Be Hired Will Fix Your Interviews
  18. 14. Asking Powerful Questions
    1. Asking Good Questions Is a Critical Business Skill
    2. Ask Open-Ended Questions
    3. The Definition of a Good Interview Question
    4. Use the Proper Terminology in Your Questions
    5. Ask a Question and Then Be Silent
    6. Ask Follow-Up Questions
    7. Ask Professional-Personal Questions
    8. Go Prepared with Questions
    9. Don’t Ask Obvious Questions
    10. Information You Should Have after Your Interview
    11. The Best Interview Question of All Time
      1. Vague or General Answers
      2. No Challenges or Minor Challenges
      3. A Challenge in an Important Job Area
      4. A Challenge in an Area That Was Not Mentioned in the Interview
      5. A Challenge You Can Provide a Strategy to Overcome
      6. A Challenge That Is a Misconception
      7. Challenges Are Often Good News
      8. Lean into Challenges
      9. It Is Best to Know
    12. Another Must-Ask Question
    13. Asking Good Questions Will Fix Your Interviews
  19. 15. Develop an Interview-Winning Presentation
    1. Why a Printed Presentation?
    2. Is an Interview Presentation Appropriate for a Job in...?
    3. What to Use to Develop a Presentation
    4. Introducing Your Interview Presentation
    5. Interview Presentation Sections
      1. Cover Page
        1. Tagline
        2. Cover Graphic
        3. Company Logo
        4. Personal Picture
        5. Contact Information
        6. Personal-Brand Words
      2. Job Requirements Section
        1. Selecting Job Requirements for Your Presentation
        2. Good References
      3. Match with Job Requirements Section
      4. Additional Areas of Expertise Section
      5. Outstanding Accomplishments (Successes) Section
      6. Personal Success Factors Section
      7. Strategic Action Plan Section
      8. Hire Me Because... Section
      9. Questions Section
    6. Interview Presentation Tips
      1. Leave Out Extraneous Words
      2. Bind It
      3. Use Regular Paper
      4. Make a Copy for Each Interviewer
      5. Simple Is Better
      6. Mind Your Font Size
      7. Fix Any Typos or Misspellings
    7. Another Radical Idea: A Networking Presentation
      1. Your Personal Brand
      2. Positions to Which You Can Bring Value
      3. Areas of Expertise You Bring to the Job
      4. Career Accomplishments and Outstanding Experiences
      5. Personal Qualities That Drive Your Job Success
      6. Your Ideal Job
      7. Types of Companies You Are Seeking to Work With
      8. Why a Company Would Hire You
      9. Closing Questions
    8. Apply All the Principles of an Interview Presentation
    9. Using an Interview Presentation Will Fix Your Interviews
  20. 16. Present with Impact
    1. You Have All the Elements of a Great Presentation
      1. Knowing Your Audience
      2. Knowing the Goal of Your Presentation
      3. Communicating a Clear Point of View on the Subject
      4. Communicating the Benefits to the Audience
      5. Communicating the Main Body Points
      6. Using Stories and Examples That Communicate the Main Body Points
      7. Using Appropriate Quotes and Supportive Information
    2. Give a STAR Interview
    3. Show Confidence and Enthusiasm
      1. Consider Tone of Voice
      2. Use Positive Expressions
      3. Use Emotional Words
    4. Use a Conversational Style
    5. Use Powerful Language
      1. Avoid Filler Language
      2. “You” Is Really “I”
      3. Replace “But” with “And”
    6. Communicate Using Body Language
    7. Presenting to a Group
      1. Make Eye Contact with Everyone
      2. Learn the Roles
      3. Address Everyone
      4. Don’t Lock on to the Friendly Faces
    8. Avoid Perfection
    9. Presenting with Impact Will Fix Your Interviews
  21. 17. Advanced Interview Tips
    1. Before the Interview
      1. Manage Your Brain
      2. Assume Power Postures
      3. Research the Position
      4. Contact the Hiring Manager
      5. Tap into the Company’s Network
      6. Read the 10-K (Publicly Traded Companies Only)
        1. Business
        2. Legal Proceedings
        3. Management’s Discussion and Analysis
        4. Financial Statements
      7. Read the News
      8. Prepare Your Portfolio
      9. Schedule Your Interview in the Morning
      10. Prepare Exit Statements
      11. Think about Hiring Yourself
      12. Eliminate Energy Drains
    2. During the Interview
      1. You’re Not Perfect, So Don’t Try to Be
      2. Out the Elephant
      3. Suspend Judgment
      4. Establish Points of Connection
      5. Video Interviewing
      6. Take a Deep Breath
      7. A Word About Modesty
      8. Behavior versus Performance
      9. Try Not to Give Away Your Knowledge
      10. Search for the Hidden Meaning
      11. Use Power Phrases
      12. Take Notes
      13. Use Repetition, Use Repetition, Use Repetition
      14. Take Your Time Answering
      15. Provide Points of Comparison
      16. Handle the Compensation Question
        1. Know Your Value
        2. Don’t Be the First to Mention a Number
      17. Stay in the Interview
      18. Small Agreements Get to “Yes”
      19. Be a Gracious Guest
      20. Expect the Unexpected and Go with the Flow
      21. Use Meta-Communication
    3. After the Interview
      1. Human Brains Expect the Worst
      2. Debrief Yourself
      3. Make the Most of Your Follow-Through Letter
      4. Stay in Touch
      5. If You Are Rejected, Send One More Letter
      6. Negotiating Your Compensation
        1. You’re Hired; Now Negotiate
        2. Ask Why They Hired You
        3. Know the Compensation Philosophy and Policies
        4. Be Prepared to Talk Dollars
        5. Confidence Makes a Difference
        6. Negotiation Can Be Very Simple
        7. Reduce Risk as a Negotiating Strategy
        8. Compensation Negotiation Can Be Creative
        9. Most People Think Because It’s Written It’s a Law—But It’s Not
        10. Leave Emotions Out of It
        11. Let the Offer Percolate
        12. Get It All in Writing
      7. Onboarding: The Final Step
    4. Using Advanced Interview Tips Will Fix Your Interviews
  22. Epilogue
    1. It Is Time for You to Think Differently about Interviews
    2. It Is Time for You to Act Differently in Interviews
    3. Hiring Companies Need to Get Smarter about Hiring People—and You Can Educate Them
    4. A Glimpse of the Present and the Future
    5. My Best Wishes
  23. A. Job-Winning Interview Presentation Samples
  24. B. Networking Presentation Sample
  25. C. Content Libraries
    1. Personal Brand Terms
      1. Personality
        1. Skills
      2. Experience
      3. Personal Qualities
    2. Personal Success Factors
      1. Interpersonal
        1. Leadership
        2. Team Member
        3. Coaching/Mentoring
        4. Respect for Others
        5. “Being” in Relation to Others
      2. Personal
        1. Skills
        2. Flexibility/Learning
        3. Character Traits
        4. Moods
        5. Values
      3. Information
        1. Organizing
        2. Thinking Skills
        3. Systems
        4. Technology
    3. Strategic Action Plan
      1. Business-Related Goals
        1. General Business Goals
        2. Sales position Goals
        3. HR Position Goals
        4. General Management Position Goals
        5. Marketing Position Goals
      2. Additional Roles
        1. People-Related Goals
        2. Technical-Related Goals
        3. Training-Related Goals
  26. D. Interview Presentation Worksheet
    1. Cover Page
      1. Your Contact Information
      2. Company Name
      3. Tagline
      4. Personal Brand Terms
    2. Interview Presentation Sections 2 and 3: Position Requirements and Match with Position Requirements
      1. Position Qualifications Questions
      2. Position Task Questions
      3. Organizational Questions
    3. Position Title
      1. Position Requirement #1
      2. Position Requirement #2
      3. Position Requirement #3
      4. Position Requirement #4
      5. Position Requirement #5
      6. Position Requirement #6
      7. Excellent References
    4. Interview Presentation Section 4: Additional Areas of Expertise
      1. Additional Areas of Expertise
    5. Interview Presentation Section 5: Outstanding Accomplishments
      1. Accomplishments Memory Jogger
      2. Accomplishment Stories
    6. Interview Presentation Section 6: Personal Success Factors
      1. Personal Success Factors
    7. Interview Presentation Section 7: Strategic Action Plan
      1. 30-. Day Goals
      2. 60-. Day Goals
    8. Interview Presentation Section 8: Why Hire Me?
      1. Hire Me Because...
    9. Interview Presentation Section 9: Closing Questions
      1. Closing Questions
      2. Suggested Standard Questions
        1. Based on My Background and Experience, What Do You Think Would Be the Greatest Challenges for Me in This Position?
        2. How and When Would You Like Me to Follow Up with You?