Book's Table of Contents
Active Interviewing - Table of Contents
Unique job interview information not available elsewhere!
Chapter 1 - The Job Interview is Broken
* Job Interviews Are Broken
* Interviews Are Broken—Please Don’t Make Them Worse
* Who Is in Control Here?
* Interview Questions Are Not the Answer
*Job Interviews Are Broken, but You Can Repair Yours!
* Interviews Are Broken—Please Don’t Make Them Worse
* Who Is in Control Here?
* Interview Questions Are Not the Answer
*Job Interviews Are Broken, but You Can Repair Yours!
* Important Takeaways That Will Fix Your Interview
Chapter 2 - The Job Search as a Sales Process
* The Top Six Customer Questions
* Selling Your Services
* Fear of Selling is the Fear of Rejection
* Overcoming the Fear of Selling
* It Only Takes One
* Approaching the Job Search as a Sales Process Will Fix Your Interviews
Chapter 3 - The Interview as a Sales Call
* The Basic Interview Tension
* The Interviewer Is an Informed Buyer
* There Is Only One Hiring Issue: *Your Value to the Company
* Sales Techniques Enhance Your Interviews
* Applying a Sales Process Helps You Understand What’s Going On
* Successful Salespeople Choose Their Customers
* Selling in an Interview Will Fix Your Interview
Chapter 4 - Using Basic Sales Skills in Your Interviews
* You Don’t Have to Be a Great Salesperson to Sell Yourself in Interviews
* Selling Is Mostly Listening
* Asking Good Questions Supports Good Listening
* Selling Is a Fancy Word for Persuading
* Discovering the “Pain”
* Most Candidates Avoid Objections when They Should Embrace Them
* Handle Your Emotions
* Eliminate FUD (Fear, Uncertainty, and Doubt)
* Focus on the Buyer
* Keep It Simple
* Have a Successful Close
*Thank You, No Thanks—Follow Through, Yes Please!
* Using Sales Skills Fixes Your Interview
Chapter 5 - The Interview Presentation: An Overview
* A Presentation in an Interview—Now That’s Unusual!
* Would You Go to a Gunfight Armed Only with a Knife?
* Isn’t “Interview Presentation” Just another Way of Saying PowerPoint?
* An Interview Presentation Is a Specialized Version of a Sales Presentation
* An Interview Presentation Goes Way Beyond a Resume
* Preparation Is 90 Percent of the Value
* Presenting Is a Basic Professional Skill
* The Eight Parts of a Powerful Interview Presentation
* A Presentation Will Fix Your Interview
Chapter 6 - Creating Your Personal Brand
* You’ve Got One, So You Might as Well Manage It
* Determine Your Professional Brand
* Your Brand Is a Promise of Value
* Your Brand: Using The Flip Side
* Quality and Usability
* Brand Killers
* You’ve Got It, Now Use It!
* Use Your Brand Statement Often
* Your Brand Has to Stand Up to Scrutiny
* Brands Are Hard Won and Easily Lost
* Are You an Expert? Probably!
* Your Vision and Mission
* Create Brand Fans
* Your Online Identity *Communicates Your Brand
* Six Effective Strategies for Building and Improving Your Brand Online
* It’s Not Who You Know, It’s Who Knows You!
* A Strong Brand Fixes Your Interviews
Chapter 7 - Critical Job Requirements
* A Good Job Description
* You’re a Salesperson, So Go Get the Requirements
* Job Requirements Often Are Broken
* Ask Good Questions
* Many Job Descriptions Are Really Wish Lists
* Be Aware of Fluffy Requirements
* Acknowledge What’s Missing
* Knowing the Critical Job Requirements Fixes Your Interview
Chapter 8 - Link Your Background to the Critical Job Requirements
* Differentiation Is Your Biggest Challenge
* Interviewers Like Similarities
* Linking Your Background to the Critical Job Requirements Will Fix Your Interview
Chapter 9 - Your Value-Adds and Significant Selling Proposition
* Value-Adds
* Effectively Package a Value Add
* Value-Adds Require Proof
* For Maximum Impact, Attach a Story and a Benefit to Your Value-Add
* Use a Significant Selling Proposition
* Have an SSP, No Story Needed
* Discover Your Value-Adds and SSPs
* A Value-Add Is More Valuable If It’s Hard to Acquire
* Value-Adds and SSPs Will Fix Your Interview
Chapter 10 - Tell Stories That Engage and Persuade
* Our Stories Define Who We Are
* A Story Has a Beginning, a Middle, an End, and Excitement
* Success-Story Format
* Add Likeability Elements to Success Stories
* We All Have Success Stories
* Success-Story Memory Joggers
* When to Tell a Story
* Boring Is How You’re Saying It, Not What You’re Saying
* Answer the Dreaded Weakness Question with a Story
* Telling Stories Will Fix Your Interview
Chapter 11 - Personal Success Factors
* Interpersonal
* Intrapersonal
* Information
* Top Personal Success Factors
* Personal Success Factors: Choose Seven
* Provide Proof of Your Personal Success Factors
* Brand versus Personal Success Factors
* Interviewers Aren’t Good at *Determining Your Personal Success Factors
* Don’t Force a Fit
* Talking About Personal Success Factors Will Fix Your Interview
Chapter 12 - Your Strategic Action Plan
* Most Frequently Asked Questions
* It’s a Conversation
* Be S.M.A.R.T. with Your Goals
* Simple Beats Bold
* Strategic Action Plan Goal Examples
* A Strategic Action Plan Will Fix Your Interview
Chapter 13 - Why Hiring You is a Good Idea
Don’t Let Hiring Managers Guess about Hiring You
What Do Employers Want?
Telling the Hiring Manager Why You Should Be Hired Will Fix Your Interview
Chapter 14 - Asking Powerful Questions
Asking Good Questions Is a Critical Business Skill
Ask Open-Ended Questions
The Definition of a Good Interview Question
Asking S.M.A.R.T. Interview Question
Use the Proper Terminology in Your Questions
Ask a Question and Then Be Silent
Ask Follow-Up Questions
Ask Professional-Personal Questions
Go Prepared with Questions
Don’t Ask Obvious Questions
Information You Should Have after Your Interview
Your Very Important First Interview Question
The Best Interview Question of All Time
Another Must-Ask Question
Asking Good Questions Fixes Your Interview
Chapter 15 - Develop an Interview-Winning Presentation
Why a Printed Presentation?
Is an Interview Presentation Appropriate for a Job in…?
What to Use to Develop a Presentation
Introducing Your Interview Presentation
Interview Presentation Sections
Interview Presentation Tips
Another Radical Idea: A Networking Presentation
Apply All the Principles of an Interview Presentation
Using an Interview Presentation Will Fix Your Interview
Chapter 16 - Present with Impact
You Have All the Elements of a Great Presentation
Give a STAR Interview
Show Confidence and Enthusiasm
Use a Conversational Style
Use Powerful Language
Communicate Using Body Language
Presenting to a Group
Avoid Perfection
Presenting with Impact Will Fix Your Interview
Chapter 17 - Advanced Interview Tips
Before the Interview
During the Interview
After the Interview
Using Advanced Interview Tips Will Fix Your Interview
Epilogue 202
It Is Time for You to Think Differently about Interviews
It Is Time for You to Act Differently in Interviews
Companies Need to be Smart About Hiring People— You Can Educate Them
A Glimpse of the Present and the Future
My Best Wishes
Appendix A - Interview Presentation Samples
An Example of an Entry-Level Interview Presentation
An Example of a Mid-level Interview Presentation
An Example of a Senior-Level Interview Presentation
Appendix B - Networking Presentation Sample
A Complete Example of a Networking Presentation
Appendix C - Content Libraries
Personal Brand Terms
Personal Success Factors
Strategic Action Plan
Appendix D - Interview Presentation Worksheet
Cover Page
Interview Presentation : Position Requirements/Match with Requirements
Position Title
Interview Presentation Section 4: Additional Areas of Expertise
Interview Presentation Section 5: Outstanding Accomplishments
Accomplishment Stories
Interview Presentation Section 6: Personal Success Factors
Interview Presentation Section 7: Strategic Action Plan
Interview Presentation Section 8: Why Hire Me?
Interview Presentation Section 9: Closing Questions
Suggested Standard Questions
How and When Would You Like Me to Follow Up with You?