Do 41: Reading the Offeror Like a Book

. . . Within a few seconds!

With remarkable precision. That way, you know exactly how to play the game.

Nobody knows how to do this but I.I.’s. That’s you, and it’s now.

You’re appearing during your workday when the offeror could be expected to be frantic, overworked, and involved with things other than you.

So she’s bound by an unwritten standard operating procedure.

Talk to someone who’s like you.

In those first few seconds, she’ll instinctively look for similarities between you and her. If she sees them, her brain flashes go. If not, it flashes stop. If it’s go, the psychological alignment locks in as the instant interview locks in.

You should recognize by now that all interviews are instant interviews. We know it. The rest of the natives don’t.

This was graphically taught to me in my first HR job. The company had outgrown its headquarters and acquired homes nearby to use as offices. Our HR department occupied one of the three-bedroom converted homes. It was in an L shape. As you went up the walkway toward the front door, there was a window on the wall to the right. That was my boss’s office—formerly the master bedroom. His desk faced the same way as the front door. There was a window in front of the desk on the left side.

He had a convex mirror installed on the right upper corner of his office so he could look up and see who was approaching when the blinds were open.

I’d be sitting in my office (an inside bedroom) writing up some fantasy display ad. Suddenly, a loud voice would bellow out on the speakerphone, “Hire that one!”

It’s all about that flash. It’s all so sci-en-tif-ic.

You can instantly make the light flash green if you instantly know the three offeror types.

Here we go.

Outgoing: Type One

These offerors are sometimes called socializers. They’re energetic, friendly, and self-assured. They wear flamboyant clothes or accessories.

Their offices have family photos, kids’ artwork, and mementos. Their desks are disorganized and cluttered.

Don’t be surprised if some of the books on the shelf are upside down.

You won’t often see these offerors right away, since their schedules look like their desks.

But if you meet one, align by being upbeat and very friendly. Always follow the genie format (Do 1). They talk a lot, so be a good listener.

If you do it right, it’s a “Hire that one!” situation. Probably not on your first follow-up phone call. (He won’t call you although he wants to. He’s just over his head. Good for us.)

Generally, great other-oriented people.

You can be funny and enjoy the ride. I remember going over to an outgoing offeror’s bookshelf and turning my head like I was trying to read the upside-down spine.

That was my conversation with him, as he motioned for me to come in while he was on the phone.

I sat down. Standing was awkward, and he didn’t motion for me to sit.

When he got off the phone, I said, “Hi! I’m here to see if I can help you with your hiring needs.”

He smiled.

Loved that job!

Reserved: Type Two

Less gregarious offerors are likely the most successful.

Their clothes are predictable, not flashy, and they listen well. Their offices are neat, as are their desks. Look for expensive desk sets and custom-framed artwork. Maybe a family photo or two.

All business. So you be that way too. Let her know you need to get to an appointment, so the interview is short.

Stay and that green light will turn yellow. Stay longer and it flashes red.

So leave your business card, get hers, and get out.

Then get an offer from your follow-up in a week or so.

Analytical: Type Three

These are often technical or administrative offerors who rely on objective criteria in their decision-making. They think.

But they’re just as impressionable as everyone else.

Their offices are downright sterile. Clean, neat. Few, if any, creative works. Perhaps a linear art work but no freeform.

The approach to analytical offerors is to ask more questions. It makes you sound like you know something. So, many people don’t do it.

Clinchers in conversations are how you would improve their business, not just what you would do.

An example would be, “I’ll contact the software vendor and work with the rep on updating the spreadsheet printouts.”

 

There’s rarely anyone whose face, dress, and office doesn’t scream, “One!”

“Two!” or “Three!”. If you find one, he’s probably got a split personality, anyway.

Try to leave the offices of a schizophrenic whenever possible.

You’ll go from genie to genius if the offeror isn’t in, but you can see her office. You’ll know whether she’s a one, two, or three immediately. You leave your card and know exactly how to handle the follow-up call. The glance is just as effective as a face-to-face.

It can be easily confirmed by checking out the employees. They pick up the dress, speech, speech patterns, accents, and mannerisms of the offeror.

This is called company culture, and if you’re cultured, you’re interviewed. The pop psychological word for this is modeling. We call it interview imitating.

Try this as you’re arriving like a genie (Do 1).

 

There are really only three types of offerors. The predictability and the ability to control the outcome is nothing short of uncanny.

Read like that and you’ll never interview the same way again!