Does the Interviewer Know Why Hiring You is a Good Idea?

October 26, 2011

Hire Me

Why You Should Hire Me

Good salespeople lead a buyer through a sales process toward a purchase. They begin by understanding the buyer’s needs and linking the features of their service to those needs. They then talk about value-adds, tell success stories about purchasers who’ve used their service, provide an implementation plan, and finally summarize why they are the best choice based on the benefits their service provides. Good salespeople understand that prospects won’t understand why they should buy a service simply because they’ve been told about it. Buyers need to be informed very directly, in simple language, of why the salesperson’s service is the best purchasing decision.

The critical element in a purchasing decision is the benefits. No buyer purchases a service without clearly seeing the benefits she will get from the service. But most candidates focus on the skills and experience they bring to the job and don’t clearly state the benefits the company will derive from hiring them. They never clearly communicate, “This is why hiring me is a good idea.”

During your interview, typically toward the end, make a clear statement about why the company should hire you. This statement combines your features with the benefits the company will get from those features. The benefits are based 100 percent on the company’s needs as you have identified them during the interview process. Your “why hire me” statement should be a summary based on the content you have already shared during your interview and should be as objective as possible. A “why hire me” statement can include a combination of skills and experience as well as personal success factors.

Buyers should never have to guess why they should purchase a service; the salesperson should tell them why. In your interviews, stating directly and actively why you should be hired will make it obvious to the hiring manager that you are the best choice. At the end of the interview process, when the hiring manager is trying to figure out why a certain candidate is a good one, she won’t be doing the same with you, because you’ve already told her why. By laying out your reasons to be hired, you make her choice easier!

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Telling Winning Stories Wins Interviews

October 4, 2011

Stories are the fundamental form of human communication. For the vast majority of human existence before the advent of the written word, stories were the sole way of communicating knowledge from one generation to another. We’ve told stories ever since our ancestors in their tribes gathered around the fire to share stories about the tribe’s history and daily events. Our brains are hardwired to respond to stories, and stories are persuasive because they engage our emotions as well as our intellect. Think about it- don’t you love a good story?

When skilled salespeople sell a service, they tell stories about the service: where the service has been used, who used it, how it was used, the problem it was purchased to solve, and the positive results it provided. Whenever possible, salespeople make the story dramatic and eventful. They give details about the circumstances, the individuals involved, how the service was used, details about the wonderful results, the problems solved, and the crises averted. They infuse the story with energy and excitement, leaving the customer enthusiastic about the service and wanting to purchase. Sounds like the exact outcome you want in your interview, doesn’t it?

Our stories define who we are. Our sense of identity is forged by the stories we tell ourselves and share with others. The success stories of our careers tell about the defining moments when we were at our best, using our strengths, and contributing in meaningful ways. Our stories build and communicate our brand.Most of us have multiple examples of career successes. The key is to understand that a career or job success is not defined by its size or financial value, but rather by how we feel about it and its contribution to the organization. One person’s success story might be about turning around a corporation, saving millions of dollars, and getting his profile in Forbes magazine. Another person’s success story might be about helping a troubled student feel more confident in school and having him progress to the next grade. Interestingly, both these success stories probably depend on many of the same personal success factors, including creativity, persistence, courage, hope, persuasion, and leadership.

Interviewers will understand your skills, background, and experience better when they are presented in the form of stories. (In fact, sometimes they will have trouble understanding them when they aren’t presented as stories.) Using stories, you will cut through the overwhelming number of facts and opinions that interviewers are hearing in every interview. You’ll tap into emotions and get hiring managers to hire you. Through your stories, you’ll communicate your brand, be more memorable, and be more charismatic- all interview-winning factors.