Chapter 17

SPEAKING WITH
EASE
… About Why You’re an Ideal Fit

Before you go on your interview, take some time to think about the personality of the company you’re courting. Brainstorm the ways in which you mirror that personality. Be ready to emphasize those parts of yourself in your interview. For example, if you are applying at an internet start-up company, you’ll want to emphasize your innovative side and your willingness to work long hours to support your team. What every employer is looking for is someone with good character and ethics. That kind of person is a good fit in any company. If you have the right keywords in mind and you have real-life examples to use as evidence of your professional integrity, then you will ace this part of the interview.

Business Sense and Personal Character

Q: Give an example of how you saw a project through, despite various obstacles.

How to phrase it: My promotion from account representative to account manager required that I pass on many of my oldest accounts to the new account representative. After two years of dealing directly with me, some of these accounts did not take kindly to a new face. Some even threatened to move their accounts if I could not be part of their projects. While I had plenty of work to do adjusting to my new job, I assigned myself the role of account advisor to all of the accounts who were having problems adjusting. I took the time to visit each of these accounts personally with the new account rep and discuss the changes that were taking place within our company. I assured each of the accounts that I would be there for them if they needed answers, but that they should refer to the new rep with any new business. After a few months of phone calls, they eventually began to stop. The accounts realized that my replacement had a lot of talent, and they began to trust in his abilities. To this day, each of those accounts is still with my company.

The goal in your answer is to demonstrate your competence and willingness to do well, even when the pressure is on. Don’t dwell on the obstacles themselves; the interviewer doesn’t care about the problems of your current or former company. Focus your answer on how you approached these obstacles and the results that you got.

Q: Tell me about a time when you showed real determination.

How to phrase it: A few years back, our work force was predominantly older baby boomers who were not web savvy. When my company went online, nobody seemed to appreciate what the technology could do for our business. Most of the employees weren’t sure what to do. I was convinced that if all staff members took the time to undergo online training, they would all find it a much easier way to do business. I began a promotion in which each morning I would send out via e-mail a trivia contest. The first person to get all the answers right and send them back via e-mail would win a prize. As the employees became more comfortable using e-mail to enter the trivia contest, they began using the Internet to help them conduct business as well.

Talk about a time when you persevered to accomplish a goal. You can use either a professional or a personal goal here, as long as it reflects an interest in developing new skills. Demonstrate your ability to gather resources, predict obstacles, and manage stress. Talk about the results you obtained.

Q: Tell me about a time when you showed real diligence or perseverance.

How to phrase it: I was working on an installation project when about halfway through to completion the client decided that he wanted something different. While for many this would cause quite an obstacle, my partner and I agreed that we could still get the work done by the original completion date. We had to put in about seventy hours a week for the next few months, but we did it to make sure that the client was happy and the project went according to plan.

Talk about your professional character. Describe your focus, diligence, and accountability. Demonstrate how you gather resources, manage your time wisely, or are willing to go the extra mile. Use a specific example from your professional, educational, or personal history. Don’t paint a somewhat problematic picture of yourself. There’s a big difference between being determined and just plain annoying and tiring.

Q: How many days were you absent from work in the past year, and why?

How to phrase it: I was absent from work three days last year. I caught the flu early in the year and was forced to miss two days, and I experienced a death in the family just last month and took a day off.

A history of absenteeism, tardiness, or any indication of a weak work ethic can be detrimental to your candidacy. Answering this question should be an easy way to score points. If you used up all of your sick and/or personal days, tell the interviewer the reason. Be honest; lying will be found out. If you think your poor attendance may be a source of bad references, be prepared to give a detailed and exonerating explanation of why you have missed so much work in the past. Most importantly, convince the interviewer of your dependability and assure her that punctuality and/or absenteeism is not something she should worry about.

Green Light Phrases Adjusting to my new job; Find an easier way to do business; Make sure the client is happy; Act according to plan; Gather resources; Task-oriented; Problem-solving abilities; Mastering new skills; Healthy work-life balance; Natural skills and abilities

Q: Are you punctual?

How to phrase it: Yes. In the past year, I have only been late to work on one or two occasions, and each time I called my supervisor ahead of time to let him know. On each occasion, it was a matter of traffic delays.

This is really just an alternate version of the previous question. The problem here is that whereas there is a definitive answer to the earlier question (“I was out three days.”), this question is much more open-ended. Again, to say yes to this question when you know that you are always tardy will certainly come back to haunt you.

Q: We have found that all of our employees fall into one of two categories: concept oriented or task oriented. Which of these categories do you fit into?

How to phrase it: When given a project, I like to be involved in every step. From initial development to final product, I like to be able to use my creativity and strong problem-solving abilities. I would definitely consider myself more concept oriented.

Here you have to pick a side and describe some of the personal characteristics that made you choose this orientation. Most importantly, be sure that the answer you choose coincides with the job description. If you are to be engaged in manual labor forty hours a week, it is not likely that your orientation toward concepts will help you in any way. Similarly, if your job entails a lot of creativity, being task oriented is not necessarily the best way to be. Whatever answer you come up with, relate it to the job in some way.

RED FLAG!
DON’T TAKE THE EASY WAY OUT on an either/or interview question by supplying an all-encompassing answer like, “I think it’s both!” Choose a side and stay there.

Q: What would your supervisor tell me about your attention to detail?

How to phrase it: As my supervisor relies heavily on me to think projects through with him, I am confident that he would praise my attention to detail. I know how easy it can be for someone to overlook the smallest details of a project, and I pride myself on catching any glitches before they find their way into the final results.

Regardless of the job you hold or the industry you belong to, a strong attention to detail is a great asset. Throughout the day, there are so many small details that often get overlooked that it is comforting for employers to know they have employees they can count on. If your attention to detail track record is not the best, don’t try and push off the importance of this trait by discussing another one of your strengths. Instead, admit that you have let mistakes get past you before, but talk about how you are working to stop this. If you do, in fact, have a strong attention to detail, talk about an experience when this really helped you in some way.

Q: Describe a professional skill you’ve been able to acquire in your current position or at your current company.

How to phrase it: While I had used computers quite extensively in my previous positions, I had never been required to use database technology. As my current company relies heavily upon several different databases to store all of our work, I have become an expert in programs such as Access. What used to take me hours of research and data compiling can now be completed with just a few clicks of the mouse.

The best way to answer this question is to talk about a new skill that you have learned—and worked toward mastering—while at your current job. You want to make sure that the interviewer sees you as a desirable candidate who is able and ready to take on new tasks with enthusiasm.

Q: Why is service such an important issue?

How to phrase it: Asking why service is important would be the same as asking why customers are important; it is the heart and soul of any business. You can’t have a business without customers, and you can’t maintain customers without a strong dedication to service. If a customer isn’t receiving a level of service that meets or exceeds his expectations, you can be sure he will take his business elsewhere. And it’s likely that he will relay that information to other would-be customers. On the other hand, if you are dedicated to providing the best service you can, customers will keep coming back for more, and they’ll still tell others about you. In many instances, service may be the one thing that distinguishes a company from the competition. A bad reputation for service may compromise a company’s position in the marketplace.

A question like this gauges your business sense. The interviewer is trying to determine whether you understand the importance of good customer service in establishing a positive image in the marketplace. If possible, talk about how you or your company have taken steps to ensure good customer service and how that has proven beneficial. Show that you understand the impact of repeat business, and convince the interviewer that you will work hard to uphold a standard of good service.

Q: Tell me about a time when you had to deal with an angry customer. How did you handle the situation?

How to phrase it: As you can imagine, in the retail world, you are forced to deal with irate customers from time to time, regardless of how strong your product or customer service is. I specifically remember one occasion in which a customer was angry because the item she had purchased was not working properly once she got it home. The best way to handle these situations, in my opinion, is to remember that there is a simple solution. Products can be fixed, exchanged, or refunded. I try to think of myself in terms of the consumer. When discussing the problem with the customer, I speak in a calm, even voice, thus prompting the customer to do the same. The main issue to be concerned with is solving the problem at hand, and you need to be professional enough to get that done.

How you react to an unsatisfied customer is very important in most positions, and it’s especially important if you work in a service industry. The interviewer will be looking for evidence of your aptitude for work that involves a great deal of contact with the public, even in situations in which the public isn’t being too nice. Give an example of a time when you faced a difficult person and how you handled it. Explain the result of that situation, if in fact something positive came out of it (for example, if the customer reordered a week later). Your answer should illustrate your maturity, diplomacy, and awareness of the needs and feelings of others. Though you shouldn’t take such things personally, you should be able to show compassion to the customers who are in need of pacification.

RED FLAG!
KEEP IT TO YOURSELF: Today, most employers respect childcare and eldercare issues, but calling attention to them in the interview is an unnecessary red flag.

Q: Are there any issues in your personal life that might in some way affect your professional career?

How to phrase it: I really pride myself on my keen ability to separate my personal life from my work life. When I’m in the office, I am an employee of the company. I recognize this is not the place for me to deal with or worry about issues in my personal life. I do my best to keep a strong work-life balance that keeps both components satisfied.

The interviewer wants to make sure that you’re not going to be bringing your home life to work with you. If you are dealing with stressful personal issues, the company wants to be sure that your time spent at work will be concentrated on work only. Though certain questions about your beliefs or your family are illegal, the interviewer wants to know whether you will be able to perform the duties this job calls for. In the health services industry, for example, personal issues that have not been worked through properly could easily affect your judgment in assessing patients, planning treatments, and making recommendations. Make sure the interviewer knows that you are a fully integrated individual and that your professional life and personal life always remain separate.

Q: Tell me about a time when your diplomacy skills were really put to the test.

How to phrase it: I recall one time when a customer came into the store and demanded his money back on a suit that had apparently been worn. Because this kind of situation happens often—people want a fancy outfit to wear for one night only—we have a strict policy that says there are no refunds once the tags have been removed. The man claimed that the suit had become very worn looking after being sent to the dry cleaner and that the cleaner had claimed it was a faulty fabric. Rather than argue with the man about the policy and about the fact that the tags had been removed, I refunded his money, though I didn’t believe that he was being honest. He was a consistent customer, and I decided it was more important to maintain his regular business and to keep the other customers from hearing him complain rather than have them doubt the quality of our merchandise.

Diplomacy involves using tact, finesse, and good judgment to reach an end that is ultimately beneficial to the entire company. Being diplomatic for selfish reasons is closer to backhandedness. In answering this question, make sure you demonstrate a pragmatic sensibility. Talk about a problem situation with a client or a work associate that you resolved by remaining objective. How did you show empathy and build rapport? What was the end result? How did this help all those involved, including yourself?

Q: What personal skill or work habit have you struggled to improve?

How to phrase it: I think that one habit I have worked very hard to overcome is my inability to say no. I used to be helpful to the point of overextension. It didn’t matter that I already had a full plate or whether or not I thought I could do a good job on a project; I would simply always say yes when colleagues asked me for help. Now, when someone asks me to do something for her, I counter with something I’d like help on in return. Since then, cooperation in my office has improved considerably.

Here’s another one of those questions that forces you to confront a negative aspect of your professional character. The interviewer wants to hear about a particular skill that you have had trouble acquiring, or something about yourself that you have had to change for the betterment of the workplace. The smartest way to answer this question is to find an example from your earliest days in the workplace so that any sort of negative quality can be attributed to your lack of experience. Talking about a problem that you have been trying to overcome in your current job will only show the interviewer that that trait could follow you to your new place of business. In the end, make sure you leave no question in the interviewer’s mind as to whether that particular work habit is still an obstacle.

Why You Want the Job

Q: After learning more about this job, which aspect interests you most?

How to phrase it: I’m particularly interested in your recent joint ventures with two processing companies in Latin America. My father was an army officer, so we lived in Latin America for three years. I am very interested in seeing what happens with these agreements. What are your plans for the next few years?

In the section regarding your motivation, the interviewer asks a very similar question: What particular aspect of the company interests you most? Essentially, there is no real difference between these questions except the way that they are worded. In the question above, you are being asked to talk directly about the company in an effort to prove that you have done your research. In this instance, you should feel free to talk about the company or about the position itself. Describe your qualifications for the job and how well the job fits your natural skills and abilities.

Give evidence that you’ve performed well in similar work. What proof can you offer that you’ll excel in this job? The best answer to this question would address both the company and the position. More specifically, it would focus on what you could do for the company in the position at hand. If you’ve researched the company properly, you should have no problem answering this question quickly and authoritatively.

Q: After learning more about this job, which aspect interests you least?

How to phrase it: In my last position, I was able to find more success by spending time on my major accounts rather than scheduling one-on-one interviews with smaller accounts. Though every salesperson has her preference, I think that this is really where my strength lies. In my time there, I was able to increase my key account business by 20 percent. I would like to be able to continue with this personal style within your company to obtain even better results.

This is another one of those questions that job seekers hate to be asked. Forcing you to talk about a potentially negative aspect of the job can be a little intimidating, especially when you’re trying to impress this person. One way to skirt the issue is to talk about a situation in your current position that you find to be a negative aspect and find out whether this job would have a similar downside. Another way to counter this question is to ask why the last person left the job. Respond to the interviewer’s answer, then go on to discuss what you see as the positive points of this job, even if you’ve done so before.

Q: What aspects of this job do you feel most confident about?

How to phrase it: As the companies I have worked with in the past have been engaged in the manufacture of very similar products, I feel that I will be able to fully integrate myself in no time at all. With a strong knowledge of your company’s products, I think I will be able to jump right in with lots of creative and fresh ideas and translate my past success to your company.

Make sure that when you answer this question, you sell the skills you have as they relate to this job—and not just sell yourself! The interviewer probably already has a good sense of your personality and you as a person; this is a chance to plug your applicable skills and how they relate to the position at hand. Talk about your skills in relation to the larger scope of things: that is, how they relate to this job, this company, and the industry.

Green Light When answering a complicated interview question, try to respond with a step-by-step answer. It will keep your thoughts organized and show the interviewer that you are practical and methodical.

Q: What concerns you most about performing this job?

How to phrase it: As my past experiences relate directly to this position, I am confident that I could perform the job well. Other than that, I have never been the key manager of a department, and I am a little concerned as to whether or not there will be a large enough customer service network. As one of the key points of this company is a twenty-four-hour service line, I just want to be sure that there are always enough people here to answer the phones.

Even if the job you are interviewing for will bring about many brand-new responsibilities and is not something you have much experience with, you should never say the word “failure.” Always project an air of confidence. One way you can answer this question is to turn it around and say, “Nothing that you have mentioned so far concerns me. I am fairly confident that I could perform the job really well. Are there any aspects of this job that you are concerned with me performing?” If the interviewer comes back with a few questions, respond with the same confidence in your abilities. Address each one of the interviewer’s concerns and make her sure that your interests are compatible with the position. Offer proof that will dispel any doubts she may have.

Q: Why is this a particularly good job for someone with your qualifications?

How to phrase it: Based on what you’ve told me about the last person who held—and excelled in—this job, I believe we share many similarities and, therefore, am confident that I would do a great job. We seem to have the same educational qualifications and similar work experience. I also think that I would work well with your audit team. I come from a similar kind of environment and know exactly what a client can do to make the consulting relationship more productive.

The key to answering this question is to draw upon experiences from your current or former job and talk about the positive experiences you have had. If you know anything about the success and background of the person who formerly held this position, that’s also a great way to prove that you are a great match for the job. Being too specific can be detrimental to this question, as it indicates that you may not quite understand what this position is all about.

What You’d Bring to the Company

Q: The department you would be in charge of hasn’t had a supervisor in months. This is going to be a big transition for the staff. How will you handle it?

How to phrase it: I wouldn’t want to make any big changes for at least the first two weeks. I find it’s better to just observe how things are done before trying to make any improvements. I want to gain the staff’s trust first and listen to their concerns.

This candidate has a plan in place, and she lays it out step by step. She knows that employees who have been unsupervised for a long time need to get used to having someone overseeing their work.

Q: Senior citizens represent a huge market now, and we want to convince them to buy our product. If we hired you, how would you help with that?

How to phrase it: In addition to being a very big market, the senior market also continues to grow. They are a group with a very active lifestyle. Many have expendable income, and they choose to use their savings on travel, so it’s clear we have a product they will want. We have to determine how to reach them. I would first want to do research to find out what publications seniors read and what television shows they watch. Only then can we embark on an advertising campaign.

This candidate demonstrates that he would take a methodical approach to this project. He also shows that he understands the market very well.

Action Speak

Amplified	Executed
Briefed	Harmonized
Conferred	Instituted
Edited	Promulgated

Q: We’re about to change over to a new software program for our shipping and receiving department. We’d like the person we hire for this position to do the training. Are you the right person for that job?

How to phrase it: I am definitely the right person for this job. As you can see on my resume, my last job was with a software distributor. One of my responsibilities was to travel to our clients’ offices to provide software training.

This is one confident candidate.

Q: The person who last held this position took ill and has only been able to work off and on for the last three months and has finally resigned. Things are a huge mess, which the person we hire will need to sort out. Are you up for the challenge?

How to phrase it: I love a good challenge. First I’ll sort through the mess to organize it. Then I’ll see which things require immediate attention and which things I can work on later.

The interviewee, by giving this answer, shows that she knows how to both organize and prioritize. These are two skills that are extremely important for someone taking over a job that has been neglected.

Q: The person we hire will have to respond to customer complaints occasionally. Will you be able to do that?

How to phrase it: Years ago I worked in customer service. I’ll be able to put that experience to good use.

The interviewee finds some past experience that will help her with this aspect of the job.

Q: In about a year, we want to open a new branch on the other side of town. We plan to train the person who takes this position to run that office. Is that something you’d be interested in?

How to phrase it: I would welcome that opportunity if it arises.

Notice the applicant says “if it arises.” She wants to express her eagerness to take on more responsibility with this employer without sounding like she’d leave if that opportunity didn’t come up, or if such an opportunity came up sooner with another company.

Q: If we hire you, will you be willing to get your certification? You have all the skills we’re looking for, but we really need someone who is certified.

How to phrase it: I was planning to take my certification exam in June. That’s the next time it’s being given.

While it would have been okay for this candidate to say he would get his certification because the client has asked him to, it’s even better that he said he was planning to do it anyway.

Q: We have several clients with outstanding bills. If we hire you, how will you handle this situation?

How to phrase it: First, I would want to go through the paperwork to make sure these clients were properly notified their accounts are delinquent. If I find out they were notified, I’ll call each one personally to discuss this. There might be extenuating circumstances. It’s important not to be too heavy-handed in dealing with these types of situations. After all, these are our clients. We don’t want to lose them entirely.

This candidate gives a clearly thought-out answer. She knows how important it is to be diplomatic when dealing with clients.

Q: Our clients expect a very quick turnaround on the projects we do for them. Can you handle that?

How to phrase it: Yes, I can. While I was in graduate school, I had several professors who assigned projects that were due only a few days later. I became an expert at scheduling my time around completing these assignments.

Since this interviewee doesn’t have work experience to draw upon, she talks about her experience as a student. In the process she highlights a valuable skill—time management.

Q: If you are hired for this position, you will go from managing your current staff of ten to managing fifty people. Will you be able to oversee a substantially larger staff?

How to phrase it: Yes, I will. Although I’ve never managed a staff of that size before, I know I have the skills necessary to do it. I am a strong leader. I am good at communicating what each member of my staff needs to accomplish. I am good at delegating responsibilities, which will be even more important with such a large staff.

This candidate lets the interviewer know that he has all the skills that a good manager should have, even though he doesn’t have experience with the exact situation he will face.

Q: When we are in the process of developing a new product, it’s essential that information about it doesn’t leak out. How are you at keeping secrets?

How to phrase it: After working in the technology field for the past three years, I know how important it is to keep information confidential until a product is released.

This candidate knows from experience that keeping secrets is important.

Q: We currently have several employees who have problems with things like tardiness and excessive personal phone calls. How would you deal with this if we hired you as supervisor?

How to phrase it: First, I would need to find out exactly what is occurring. Then, prior to singling out any one employee, I would circulate a memo to the entire department that reiterated the rules. If the behavior continued, I would have a private meeting with each employee who isn’t following the rules. I would stress the importance of following the rule they are breaking, and I would try to find out if there are extenuating circumstances that could be remedied. If the employee continues to break the rules, there would be repercussions.

This interviewee is clearly not one to “leap without looking.” She knows how important it is to evaluate a situation before taking action. However, she will take action in an expedient manner.

Q: Four times a year we work around the clock for about a week. Will that be a problem?

How to phrase it: That’s fine with me. I understand that the beginning of each season is a very busy time.

Not only is this job candidate willing to work late, he knows enough about the industry to know what times of year this would be expected of him.

Q: As my assistant, would I be able to trust you to take over for me whenever I’m out of the office?

How to phrase it: Absolutely. I would follow whatever rules you set forth. I also have excellent judgment, so I can handle whatever comes up.

The applicant uses this opportunity to highlight her skills.

Q: Whoever fills this position will need to write next year’s budget, which needs to be 10 percent lower than the current one. Could you do this?

How to phrase it: I had to do something similar when my department went through funding cuts last year and I was in charge of writing the new budget. First I reviewed the current year’s budget and removed amounts that had been budgeted for one-time events. Then I found a few areas where our actual expenditures were lower than we had budgeted for, and I was able to bring the amount down to more realistic levels, of course accounting for possible price increases. Finally, I went through it to see what cuts would have a minimal effect on services. I cut a program that traditionally had very low attendance. This eliminated the need to hire a part-time instructor. I was able to submit a budget that was 12 percent lower than the one for the previous year.

This candidate demonstrates how he takes a practical approach to trimming a budget. He shows how he is able to get the job done with a minimal effect on service.

Q: As a contact person for our clients, you might have to tell them little white lies to keep them happy. For example, we never would want a client to know about a mishap that occurred with a project we were working on for them. Would you be comfortable with that?

How to phrase it: I’m always inclined to be honest. However, I know that little white lies come with the territory in this field. If not telling a client the whole truth keeps them calm and happy, then I can do that. No need to worry anyone unnecessarily. Of course, I will work to make sure the problem is resolved as quickly as possible.

Knowing what common practice is in her field helps this candidate answer this question. By telling the interviewer that she always tries to be honest but is willing to tell a client a white lie to keep him happy, she essentially says to the interviewer, “I’ll always be honest with you, but I’ll also help protect your relationship with clients even if it means telling the occasional half-truth.”

Q: The students in this school can be very challenging to manage. As a teacher here, will you be able to handle them?

How to phrase it: I worked with special-needs children when I was an assistant teacher at Ardsley School. I learned that it is important to look at each child as an individual. Each one has different strengths and weaknesses. If you look at it that way, you can figure out what strategy you need to use to work with each child. Children will trust you when they know you see them as individuals and will usually respond by doing what you need them to do.

Although this candidate is applying for his first professional job, he is able to draw on his past experience. He explains what he learned from his previous experience as an assistant teacher.

RED FLAG!
DON’T GET STUCK talking at length about obstacles you dealt with at your past company. Keep the conversation focused on how you overcame them, not how annoying they were.

Q: In this fast-paced environment, we need someone who can think on her feet. Are you that person?

How to phrase it: Yes, I am. I have experience making thoughtful decisions under pressure. I worked at a daily newspaper for five years. Every day we had to make last-minute decisions about what to include in the next day’s edition. There was no time to waste when the paper had to go to press within the next half-hour.

This candidate shows how her experience has enabled her to be decisive.

Your Past Work Experiences

Q: What was your first job?

How to phrase it: My very first job was in a deli. I worked there every summer from ninth grade until I graduated from college. At first I was hired to do odd jobs, but once I was old enough, I worked behind the counter, serving customers. I was the youngest employee there, but my boss always said I was the hardest-working one.

Although this job was unrelated to his career, his longevity there, as well as his former boss’s opinion of him, lets the interviewer know that he was a valuable employee.

Q: Out of the jobs you’ve had, which was your favorite?

How to phrase it: My favorite job was teaching at the Wee Ones Preschool. I like my current job at Parkside Elementary, but I realize now that I prefer to work with preschoolers. That’s why I want to work here.

This candidate has chosen a job that is related to the one that she is being interviewed for.

Q: What kinds of jobs did you have during college?

How to phrase it: I had a variety of jobs while I was going to college, and since I was paying my own way, I sometimes had more than one job. I worked as a waiter, a door-to-door salesman, and a data entry clerk. I learned a lot about interacting tactfully with different people, and I also developed my office and computer skills.

In addition to demonstrating how industrious he is (working his way through school), this candidate shows how he developed skills in different areas through his experience.

Q: I see three jobs listed on your resume. Can you tell me what you learned from each of them?

How to phrase it: I learned a lot on each of my jobs, so it’s hard to pick one thing from each, but I’ll try. When I worked in customer support at CSV, I learned how to help our software users troubleshoot problems. When I worked as a software trainer at Circle Tech, I learned that I needed to find a common ground when teaching a large group of people, because not everyone has the same level of skills. I learned to manage employees at my job as assistant to the head of training at APCO.

Knowing about the job that he’s applying for helped the applicant answer this question. He has picked one skill from each job that will be required for the job with this employer.

Q: Do you find your job rewarding?

How to phrase it: I found my job very rewarding for a long time. It hasn’t been as rewarding lately. While I love my new responsibilities, I miss working with clients. That is what attracted me to this position —the combination of supervisory responsibilities and client contact.

It’s okay for the interviewee to say she doesn’t find her current job rewarding. She explains why she feels this way without placing blame anywhere. With this answer, she also shows that she knows about the position she’s interviewing for and explains why she is better suited for it.

Q: What about your current job isn’t very rewarding?

How to phrase it: I think every job has something about it that isn’t rewarding. There is a lot of paperwork, and I don’t find that particularly rewarding, but I know it needs to be done.

This candidate understands the reality of work. Some job duties are rewarding, while others are not. She chose something that many people don’t find particularly rewarding—paperwork.

Q: How have your other jobs prepared you for the one at this company?

How to phrase it: I’ve worked on the retail end of the office supplies industry for the past ten years. I know what customers want and in turn what the retail outlets want. I know the industry, and I know the products. That is what qualifies me to be a sales rep for Roxy Staple Company.

This candidate is confident of his abilities and that comes across in his response.

Q: Have you had to do any traveling for work?

How to phrase it: I’ve had to do some traveling for my job. I went to Asia several times. I enjoy traveling and hope to do more of it on this job. I find it helpful to have face-to-face meetings with clients periodically rather than doing everything through conference calls.

This applicant knows that his potential employer requires extensive traveling, and although he hasn’t done a lot of it, he makes sure to point out that it’s something he wants to do more of.

Q: You’ve never worked in widget manufacturing before. How have your jobs in the publishing industry prepared you for this?

How to phrase it: Taking a product, whether it’s a widget or a book, from its inception to the hands of the consumer takes a lot of planning. You have to put together a budget and set deadlines. You need to make sure your current staff can handle the work and hire consultants if necessary. You may even have to handle crises along the way, should problems arise. I dealt with such things on a daily basis while working in publishing, and I would be able to use the same planning and management skills to help your company.

By focusing on his job responsibilities and talking about them in general terms, this candidate is able to show how he can transfer his skills from one industry to another.

Q: What decisions have you had to make in your current job?

How to phrase it: When I planned career workshops for students, I had to decide what topics to feature, when to hold the workshops, and who would speak at them. I had to decide what software to purchase for our public computers, within the constraints of our budget. I also made decisions about hiring and firing student aides.

By giving specific examples, this candidate highlights her skills in planning events, making purchasing decisions, working within a budget, and making personnel decisions.

Q: How is your present job different from the ones you had before it?

How to phrase it: As a senior accounting clerk, I supervise three payroll clerks and a bookkeeper. This is the first time I’ve had to supervise other people.

This applicant talks about how she has increased responsibilities at her job.

Q: What duties of your last job did you find difficult?

How to phrase it: I found it difficult to fire people. Even though I always put a lot of thought into deciding whether or not to terminate someone, I knew I was affecting someone’s livelihood.

No one could fault someone for disliking this unpleasant duty.

Q: What do you think this job offers that your last job did not?

How to phrase it: This job offers me the opportunity to use my research skills. I have mostly administrative duties on my current job, with some research duties. I look forward to a job that is primarily research oriented with some administrative duties.

This applicant has both administrative and research skills, as she points out to the interviewer. She wants to use them in a different way than she does on her current job.

Endnote: You’ll be asked a variety of questions about your past work experience and professional decision-making in your job interview. Frame your answers in a way that convinces them of your integrity and, ultimately, your compatibility with the company.