Asking questions and listening more than speaking are widely acknowledged as excellent sales techniques. In the interview “sales call” asking questions and listening will engage the interviewer and maintain her interest. Use open ended questions to encourage the interviewer to talk about the job and give you the information you need to match your background and skills with the job requirements. Good open ended questions include:
Why is that?
What are your (ideas, opinions) on…..?
What did you mean when you said……?
Why is that important (relevant, critical, pertinent)?
How does that look (feel, seem, appear, appeal) to you?
What are some examples of…..?
What is your definition of…..?
Can you elaborate on……?
Please say more about…..
Asking good open ended questions will give you access to information you don’t know you don’t know. This is often the most critical information and will give you insights and openings that other candidates may not have.
However, asking the right questions as an interview tactic is not enough. The questions need to be based on a genuine curiosity to learn more and an openness to the answers. Without curiosity and genuineness the questions will seem forced and rapport will suffer.
Also, do not forget to ask some personal career related question of the interviewer. How did they get to their position, what do they like about the company, what do they see as some of the challenges of their job. People like to talk about themselves and enjoy another person’s interest. Again be genuine in your interest.
