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Career-Life Times, Issue #8 -- Answering Questions
September 04, 2004
Happy Labor Day!

Issue No. 8, September 4, 2004

"Get Hired - Get Noticed - Get Ahead"

Welcome to the eigth issue of CAREER-LIFE TIMES! I hope you find this little publication to be informative, useful and entertaining!

If you don't like it, there's an unsubscribe link at the end. And if you have any ideas on how I can improve it, please let me know -- I greatly value your suggestions! My email address is also at the end.

Before we get started with this issue, I wanted to let you know about a couple of updates on my website. I've added two new pages that I hope you'll find useful:

1. Articles. This page has career-related articles from various sources, including past issues of this newsletter. It offers an easy and convenient way to read about a topic of specific interest to you. To see the page, click here: Articles

2. Books. This page has a brief description of some of the best career-related books available through and other sources. To see the page, click here: Books

Both pages will be updated regularly, so be sure to check back often.

In This Issue:

* How to Give Job-Winning Answers to Interview Questions
* How To Tap Into the "Invisible" Job Market
* Top 20 Reasons for NOT Getting Hired
* Worth Quoting
* Just for Laughs
* Random Rants & Ramblings

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How to Give Job-Winning Answers to Interview Questions

Human Resources personnel, professional recruiters and various other career experts all agree: one of the best ways to prepare yourself for a job interview is to anticipate questions, develop your answers, and practice, practice, practice.

There are plenty of websites that offer lists of popular job interview questions, and knowing the types of questions to expect can be very useful. But knowing how to answer those questions can mean the difference between getting the job and getting the "reject letter."

How to Answer Questions

First, know these important facts:

1. There is no way to predict every question you will be asked during a job interview. In other words, expect unexpected questions--they'll come up no matter how much preparation you do.

2. Treat any sample answers you find, such as in discussion forums, books or on Internet job sites, as guides only. Do not use any sample answers word for word! Interviewers can spot "canned" answers a mile away, and if they suspect you are regurgitating answers that are not your own, you can kiss that job goodbye. You must apply your own experiences, personality and style to answer the questions in your own way. This is crucial, and it will give you a big advantage over candidates who simply recite sample answers.

3. Job interview questions are not things to fear, they are opportunities to excel. They allow you to show why you are the best person for the job, so instead of dreading them, look forward to them! The key is to give better answers than anyone else, and that's where your preparation comes in.

Now, take these actions:

1. Make a list of your best "selling points" for the position. What qualifications, skills, experience, knowledge, background, personality traits do you possess that would apply to this particular job? Write them down and look for opportunities to work them into your answers.

2. In addition to any sample job interview questions you find through various resources, you absolutely must develop your own list of probable questions based specifically on the job for which you are applying. Put yourself in the hiring manager's shoes… what kinds of questions would you ask to find the best person for this job?

3. Write down your answers to likely questions. Study the job announcement carefully. (If you don't have one, get one!) Note the phrases they use when describing the desired qualifications. You'll want to target these as much as possible when developing your answers. For example, if the announcement says they want someone with "strong customer service skills," make sure you include "strong customer service skills" in at least one of your answers. That will make a better impression than saying "I helped customers."

4. Review and edit your answers until you feel they are "just right." Read them over and over until you are comfortable that you know them fairly well. Don't try to memorize them; don't worry about remembering every word. Practice saying them out loud. If possible, have a friend help you rehearse for the interview.

Be a (Short) Story Teller

Make use of this old marketing tip: "Facts tell but stories sell." During a job interview, you are selling yourself. Whenever possible, answer questions with a short story that gives specific examples of your experiences. Notice I said "short." You don't want to ramble or take up too much time; you want to be brief but still make your point.

For example, imagine two people interviewing for a job as a dog groomer are asked, "Have you ever dealt with aggressive dogs?" Candidate Joe answers, "Yes, about 10% of the dogs I've groomed had aggressive tendencies." Candidate Mary answers, "Oh yes, quite often. I remember one situation where a client brought in his Pit Bull, Chomper. He started growling at me the moment his owner left, and I could tell from his stance he wasn't about to let me get near his nails with my clippers. I think he would've torn my arm off if I hadn't used the Schweitzer Maneuver on him. That calmed him down right away and I didn't have any problems after that." (I know nothing about dog grooming; I made the Schweitzer Maneuver up for illustrative purposes.)

Don't you agree that Mary's answer is better? Sure, Joe answered the question, but Mary did more than that--she gave a specific example and told a quick story that will be remembered by the interviewers.

In today's job market where there are dozens of highly qualified candidates for each opening, anything you do that will make you stand out and be remembered will greatly increase your odds of getting hired.

Keep the Interviewer's Perspective in Mind; Answer His "What's in it for Me?" Question

While many questions asked during job interviews appear to focus on your past accomplishments, here's an important tip: they may be asking about what you did, but what they really want to know is what you can do now, for them.

Think of the disclaimer that accompanies every advertisement for a mutual fund or investment brokerage: "Past performance is not a guarantee of future returns." Or imagine Janet Jackson asking, "What have you done for me lately?" That's the interviewer's perspective.

The key is to talk about your past accomplishments in a way that shows how they are relevant to the specific job for which you are interviewing. Doing advance research about the company (such as at their website or at and the position will be extremely helpful.

Here's another example with Joe and Mary. The interviewer asks, "What is the most difficult challenge you've faced, and how did you overcome it?" Joe answers with, "In one job I was delivering pizzas and I kept getting lost. By the time I'd find the address, the pizza would be cold, the customer would be unhappy, and my boss was ready to fire me. I overcame this problem by purchasing a GPS navigation device and installing it in my car. Now I never get lost!" Mary answers, "In my current job at Stylish Hounds, management ran a special promotion to increase the number of customers who use the dog-grooming service. It was a bit too successful because we suddenly had more customers than we could handle. Management would not hire additional groomers to help with the workload. Instead of turning customers away or significantly delaying their appointments, I devised a new grooming method that was twice as fast. Then I developed a new work schedule. Both efforts maximized productivity and we were able to handle the increased workload effectively without upsetting our customers."

Joe's answer shows initiative and commitment (he bought that GPS gadget with his own money, after all). But Mary's answer relates specifically to the job they are applying for (dog groomer). And Mary had done research about the company and discovered it was about to significantly expand it's dog-grooming operations. So she picked an example from her past that addressed an issue the interviewer was likely to apply to a future situation in his company. See the difference?

Here's another example. Joe and Mary are asked, "What's your greatest accomplishment?" Joe answers, "I won two Olympic Gold Medals during the 2000 Olympics in the high-jump competition." Mary answers, "I was named Stylish Hounds's Dog Groomer of the Year in 2003 for increasing productivity in my section by 47%."

Joe's accomplishment is pretty spectacular. But remember the interviewer's perspective. He might be impressed, but he's thinking "What's in it for me? What does being a world-class high-jumper four years ago have to do with helping me to increase sales in my dog-grooming department?" Mary's answer is much less spectacular than Joe's, but it's relevant to the position and indicates that she has what it takes to be successful in this particular job. It tells the interviewer, "I have what you're looking for; I can help you with your specific needs."

Looks like Mary has a new job!

Do Not Lie

Last but not least, tell the truth. It's sometimes very tempting to "alter" the truth a bit during a job interview. For instance, say you quit instead of being fired. But the risk of being discovered as a liar far outweighs the potential benefit of hiding the truth.

If you are thinking about telling a lie during the interview, ask yourself these questions (this technique has helped me make many major decisions): "What is the best thing that could happen? What is the worst thing that could happen? Is the best thing worth risking the worst thing?" In this instance, the best thing would be getting the job. The worst thing would be getting discovered as a liar, which could lead to getting fired, which could lead to unemployment, which could lead to more job searching, which could lead to another interview, which could lead to the stress of deciding whether to lie about just getting fired, and so on… a cycle that can go on indefinitely. Is all that worth getting the one job, perhaps on a temporary basis?

Always consider the consequences of your actions.

In Summary, Here's What You Need To Do When Preparing To Answer Job Interview Questions:

1. Study the job announcement.

2. Research the company.

3. Anticipate likely questions.

4. Prepare answers to those questions that are relevant to the position and the company.

5. Promote your best "selling points" (relevant qualifications, capabilities, experience, personality traits, etc.) by working them into your answers.

6. Practice. Practice. Practice.

NOTE: This article is an excerpt of a new 32-page report I wrote called "How To Give Job-Winning Answers to Interview Questions (45 of the Easiest, Toughest, Silliest and Most Common Job Interview Questions--and How to Answer Them!)." The report gives tons of tips and sample answers for 45 different questions. It is one of five components of my "The Job Interview Success System" that show you how to be a more-confident, better-prepared, job-winning candidate at your next interview. The entire System is available for a limited time for just $27. For more information, click here: Job Interview Success System

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How To Tap Into the "Invisible" Job Market

I'd like to thank Amy, a subscriber, for the following suggestion: "One topic I would love to see in your newsletter is about applying to companies who are not hiring or just not posting any jobs. How would you approach them?"

Is there a company in your area that you'd love to work for? Do you assume that, because you don't see them advertising in the classifieds or posting jobs on their website, they have no openings? That may or may not be the case. That truth is, only about one-fifth of job openings are actually advertised!

Here's how to tap into the huge "invisible" job market.

1. Make a list of companies you'd like to work for that are likely to have positions in your field. When composing your list, do some research and take notes about each company. You'll use that later.

2. Obtain the names of the people in those companies who have the power to offer you a job. Simply call each company’s main number and ask for the name (ask them to spell it) and title of the manager in your field of expertise (or check to see if this information is available on their website). If possible, also get their email address and direct phone number. Don’t let the receptionist give you the name of the Human Resources manager (unless that is the department where you are trying to get a job) because your first point of contact should be with the hiring manager in your field.

3. Write and send a attention-grabbing cover letter with your resume. Address it specifically to the hiring manager in your field. The saluation should include his/her name and title. (Using something like "Dear Hiring Manager" in an unsolicited letter will likely cause it to be tossed in the garbage.) Say something specific about the company (to show you have a genuine interest and did some research) and explain how your skills and qualifications would help them achieve their goals.

If you can refer to someone the addressee knows, this will give your letter a big boost. For instance, "Jim Jones in your accounting department mentioned that you might have a need for someone with a background in direct marketing" (or whatever your field is). Yes, this is name-dropping, and it works! If you don't yet have a name to drop, do some networking... talk to everyone you know and see if they know anyone who works at that company; join associations that may have members who work for that company; go to trade fairs in which they may participate... and so on and so forth.

Your cover letter is extremely important because it's your first contact with the hiring manager. It needs to make a powerful impression. If you need some tips, do an online search for "cover letter samples" or use a product such as "Amazing Cover Letters" (for more information, click here: Amazing Cover Letters ).

Enclose a customized copy of your resume with each letter. Click here for tips on my website about how to customize your resume to each job: Resumes

The more letters and resumes you send out to different companies, the greater your chances are of finding an unadvertised opening and landing an interview.

4. Follow-up with the people you sent cover letters and resumes to. You can do this through email or by calling them. Here's a general idea of what you want to say: “My name is _________. I'm a direct marketer (or whatever your job title is) and I recently sent you a cover letter with my resume. I realize you are very busy, but I would greatly appreciate it if you could verify that you received it... I am very interested in working for your company and am eager to show you how I can be a contributing member of your team.... I'd love to speak with you in person (if doing this by email) or come in for an informational interview..." If you're sending them an email or leaving a message on their voicemail, conclude with: "Please contact me at your convenience..." (leave your contact info... phone number and email address). Any other steps you take will depend on the success of this one. You might want to follow-up one more time after about 10 days if you don't get any response to your first contact. But don't continue pursuing it after that... focus your job search activities elsewhere.

Even if the majority of people you contact say there are no current openings, these are not necessarily wasted steps. You are demonstrating a proactive approach, and employers admire drive and ambition.You may make such a great impression that you'll be remembered as soon as a vacancy opens up!

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Top 20 Reasons for NOT Getting Hired

Here's a list you do not want to identify with... These are the reasons given most often by hiring managers for not hiring a job candidate (not in any priority order):

1. Lacks planning for career. No purpose, goal or direction.
2. Lacks knowledge about the company.
3. Fails to make eye contact.
4. Lacks vitality and enthusiasm.
5. Lacks interpersonal skills, humor, and/or a positive attitude.
6. Lacks social graces; discourteous or ill-mannered.
7. Poor personal appearance or inappropriate dress.
8. Dislikes past school work.
9. Condemns past employers or employees.
10. Unwilling to start at the bottom of the company.
11. Too much interest in salary; seeking only the top dollar.
12. Poor attitude; lacks interest; seems passive or indifferent.
13. Lacks self-confidence; nervous or ill at ease.
14. Lacks maturity or understanding.
15. Comes across as overbearing, overaggressive, conceited.
16. Poor communication skills; inability to express self clearly.
17. Leans toward making excuses; evasive about past history, or hedges on explaining unfavorable factors about past.
18. Fails to ask questions about the company.
19. Lacks interest in the company or the position.
20. Sloppy application or resume.

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Worth Quoting

"When I was a young man, I observed that
nine out of ten things I did were failures.
I didn't want to be a failure,
so I did ten times more work."

(George Bernard Shaw)

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Just for Laughs

Reaching the end of a job interview, the interviewer asked the candidate, a hot-shot young Engineer fresh out of MIT, "And what starting salary were you looking for?"

The engineer cooly said, "In the neighborhood of 125 grand a year, depending on the benefits package."

The interviewer said, "Well, what would you say to a package of 5 weeks vacation, 14 paid holidays, full medical and dental, company matching retirement fund to 50% of salary, and a company car leased every 2 years... say, a red Corvette?"

The engineer tried to control his excitement, but sat straight up and said, "Wow! Are you kidding?"

"Of course," the interviewer shrugged, "But you started it."

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Random Rants & Ramblings

Happy Labor Day! Isn't Labor Day cool? It was created in 1894 to pay tribute to working men and women. How? By giving them a day off! That's MY kind of tribute! I hope you enjoy the 3-day weekend, even though it signifies that summer is ending soon.

The Job Market is (Slowly) Improving. The Bureau of Labor Statistics just reported that America's economy generated 144,000 new jobs and the national unemployment rate fell from 5.5% to 5.4% in August. This is the biggest employment gain since May and the 12th straight month of job growth, representing a net gain of 1.7 million jobs. Most of the new jobs were in the service areas, including government, health and education and leisure jobs. It could certainly be better, but at least jobs are growing. Slowly.

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So, what did you think of this 8th issue? Any suggestions? Topic ideas? Questions? I really appreciate your feedback. Please send me a note at

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