Many of my clients are often puzzled and surprised when they do not get through an interview process and don’t end up with an offer, despite their “dynamite” interviews. When I ask them about the details of those interviews I am often surprised by their ignorance about what to say and how not to say it. Most often they do not even understand that what you say is not often what is heard, but what is convenient for the interviewer to hear. This is called mind mapping. When many people interview you and later compare notes it is easy for them to latch on to one or a few missteps you made in the interview and then harp on them, each amplifying their own version of how you came across to them.
So, what are some of the common mistakes and how to avoid them to protect your chances for getting you that prized offer everyone is after? The suggestions here do not just apply to the interview process, but also to any encounter where you are trying to “sell” your ideas or yourself to anyone, who is in a position to make that decision. Here are some guidelines:
- Before you respond to any question make sure that you understand the intent of that question. Recognize that what you say is not always what is taken in. So, instead of responding to a question about your working well in a team setting make sure that your response is not going to paint you in a corner. Provide an answer that allows you to later modify it to suit the expectations, without contradicting yourself.
- Be consistent across different interviewers in responding to critical questions. Different interviewers will later compare notes and expose your inconsistent responses.
- When asking questions do not insinuate any concerns about the way thing are done at the company. Also, in response to an interviewer’s comments do not probe in a direction that may insinuate your concerns about the practices and the culture in the company. For example, one client was wrong in asking his interviewer a question about how decisions are made. The way he probed the interviewer put him in an awkward spot and he got defensive in his response. My client did not get that job.
- Do not assume that there is a consistent understanding about commonly used terms. Make sure that you explain such terms so that you are on track with your answer. In one case my client was asked if he gets involved in technical matters that stump his direct reports. What the interviewer wanted to assess was if my client was technically hands-on or was merely there to bark orders. My client wanted to emphasize that he was not a micro manager, but a good and effective manager. Without clarifying the language my client went on to explain that since he was not a micromanager he prefers his team to solve their problems. He did not get that job.
- Never ask questions about a company’s plight resulting from government investigations or items that are negatively portrayed in the media. Do your own research and decide if you want to pursue this employer when you get that offer. But decide that on your own. No one likes to respond to nosy and invidious questions about their company that put them and their company in a bad light.
Always remember that what you communicate in an interview is a result of your words, your tone, and your body language. Make sure that you have a good control over all three and that you are steering each interview for a positive conclusion.
Good luck!