This
is a killer question because so many candidates are unprepared for it. If you stammer or adlib you’ve blown it.
BEST ANSWER: By now you can see
how critical it is to apply the overall strategy of uncovering the employer’s
needs before you answer
questions. If you know the employer’s
greatest needs and desires, this question will give you a big leg up over other
candidates because you will give him better reasons for hiring you than anyone
else is likely to…reasons tied directly to his needs.
Whether
your interviewer asks you this question explicitly
or not, this is the most important question of your interview because he must answer this question favorably in
is own mind before you will be hired. So help him out! Walk through each of the position’s
requirements as you understand them, and follow each with a reason why you meet
that requirement so well.
Example: “As I understand
your needs, you are first and foremost looking for someone who can manage the
sales and marketing of your book publishing division. As you’ve said you need someone with a strong
background in trade book sales. This is
where I’ve spent almost all of my career, so I’ve chalked up 18 years of
experience exactly in this area. I
believe that I know the right contacts, methods, principles, and successful
management techniques as well as any person can in our industry.”
“You
also need someone who can expand your book distribution channels. In my prior
post, my innovative promotional ideas doubled, then tripled, the number of
outlets selling our books. I’m confident
I can do the same for you.”
“You
need someone to give a new shot in the arm to your mail order sales, someone
who knows how to sell in space and direct mail media. Here, too, I believe I have exactly the
experience you need. In the last five
years, I’ve increased our mail order book sales from $600,000 to $2,800,000,
and now we’re the country’s second leading marketer of scientific and medical
books by mail.” Etc., etc., etc.,
Every
one of these selling “couplets” (his need matched by your qualifications) is a touchdown
that runs up your score. IT is your best
opportunity to outsell your competition.
