by Pat Schuler
For those who have seen the movie or the play Oliver,
there is one scene people remember, even if they remember
nothing else from the movie. They remember poor young
Oliver, with his empty gruel bowl, saying, ďPlease, sir,
Can I have some more?Ē
As you interview, are you unconsciously carrying the
same attitude with you?
Are you intimidated by the interviewer?
Are there questions you know you should be asking, but
Are you reluctant to take a stand or negotiate because
you seriously need the job?
What do you need to change in your approach or in your
ďmental stanceĒ to make sure you donít sound like Oliver
Twist with his bowl?
Ask yourself, if you were the hiring manager, whom would
you prefer to hire? Someone who is cringing, diffident
or uncertain, or someone who has the confidence of their
convictions, experience and expertise? Whom do you trust
more? Whom do you prefer to work with when you are buying,
working on a team or on an assignment? Who is less likely
to surprise you with a roadblock because they havenít
asked enough questions up front?
Remember: You are entitled to ask questions and youíre
entitled to the answers, AND to call a time out if you
donít like the answers you get. In fact, research and
experience show that for many executive and sales positions,
failure to ask tough, probing questions will eliminate
you from consideration very quickly. And failure to negotiate
not only leaves money on the table that could have been
in your salary offer, it signals to the hiring executive
that you may not have the guts or the savvy for the job.
Youíre entitled to know what comes next, and youíre entitled
to say NO, this isnít a fit. And youíre entitled to learn
how to do this gracefully. So that you donít risk the
potential position, if itís one you really want. A good
strategy is to practice this skill in low probability
interviews so you get comfortable. Then, youíll be comfortable
using it in the interview for the position you really
Empowering Articles for Job Seekers
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"Pat Schuler is a Business Development Coach and
Sales Trainer. She is also President and founder of The
Gemini Resources Group, which helps business, technical
and sales professionals increase their revenue a minimum
of 30 %. Clients learn to unfold the mystery that sometimes
surrounds selling skills as they move from anxiety and
fear to action and success.
Contact The Gemini Resources Group at firstname.lastname@example.org
or 763-533-2806 to find how you can see revenue increases
of 30% minimum.Ē
© 2001-2004 Pat Schuler and The Gemini Resources Group
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