Overcoming Objections During the Interview
When you go into a room for a professional interview, think of the situation like a sales call. Instead of selling a company's product, you are selling yourself. In particular, you are trying to convince a prospective employer that your professional merits are exactly what the company needs. Every good salesman knows that to seal the deal you must overcome any objections to the value of the product. In your interview, you need to do the same.
There are a number of ways to overcome objections, but here are the three keys:
- Acknowledge the objection.
- Identify the cause of the objection.
Before the interview, think about what potential objections a prospective employer might raise during an interview objections closing. For instance, do you meet all the experience and/or educational requirements for the position? Do you have any obvious gaps in your work history that need to be explained? If you can anticipate these doubts, you can practice responding to them and have great answers ready to go.
Interview objections are likely to come up towards the end of the discussion when you should be closing the deal. What if there is not an interview objections closing? Take a chance and ask the employer if he or she has any concerns regarding your ability to be effective in the company. Asking this shows confidence on your part and also gives you the chance to address any hidden doubts the hiring manager may have.
Common Objections Raised by Prospective Employers
If you have done your research about the company and position, you have a good chance of being able to guess possible doubts about your qualifications that may come up during an interview objections closing. However, here are some common objections that show up in any industry:
With each of these statements, you must figure out why the hiring manager is concerned. Does he or she think you will have nothing to learn because you have such vast experience? Are you motivated to advance and succeed within the company? Will you be willing to stay with the company in the long term? To understand why an interviewer poses a question during the interview objections closing, try to make a note of the context. If you are aware of industry norms, you can more easily identify why certain parts of your resume cast some doubt on your ability to be a good fit with the company.
Close Your Sale
Once you have addressed the hiring manager's concerns point by point during the interview objections closing, you must close the sale. Here, it is especially important to remain cognizant of your industry, the company and the type of position you are applying for. You want to show enthusiasm without appearing overly aggressive. If you are too assertive, you may leave a bad impression even after having a great interview. As a result, really gauge what is appropriate in the specific situation.
Bare minimum, you should inquire about the next step in the hiring process. After the interview objections closing, there is typically a time slot reserved for your questions regarding the position. Ask your prepared questions as you normally would. These queries reiterate your knowledge of the industry and your interest in the position.
As you attempt to overcome proposed doubts during the interview objections closing, do not dwell too much on the objection itself. Instead, really focus on proving why you are still the best candidate for the position. If the interviewer comes across a genuine professional weakness, draw attention to how you deal with and overcome the problem. Remember, try to give everything a positive spin without dodging or failing to answer the hiring manager's question.