Well, just when I said I don’t really want to read books anymore (I’ve read 2000+, that’s enough), I discovered another great one you need to read. It’s called Active Interviewing, written by Eric P Kramer.
This could be a game changer for your career and happiness.
No one book can tame such a complex topic, yet Active Interviewing offers strategies and tactics that will differentiate you and help you win at job interviews (interviews are where all the bad stuff happens unless you do something to change that).
Immense Dollar Value over Your Lifetime Too
Over the next 3 decades, this book could represent hundreds of thousands of dollars more in income for you and a much happier career. I strongly advise buying this book.
It actually has more value as a client interviewing aid. You’ve likely read books on consultative selling and relationship selling. Well, this book digs deeper with techniques to discover why your prospect needs to hire you.
If you apply even 10% of the techniques and insights he offers, you’ll be very successful selling yourself and your product/service.
Can these techniques help us with our Linkedin and blog content strategy to build our personal brand online? I believe so.
Being Confident and Taking Control
The general premise of Active Interviewing is to radically improve your approach by taking control of an interview and discovering the right solution — hopefully you getting the job or a new client. The book will help you achieve expert level preparation that leads to the confidence to achieve the right solution/agreement.
- identify your USP and your strengths and weaknesses
- learn how to eliminate the interviewer’s bias and subjectivity
- get your unique value proposition across clearly
- ask questions that lead to the right insights
Start off by establishing the right attitude.
Insisting on the Right Mindset
Successful interviews come from an initial mindset:
- open-mindedness and curiosity
- desire to find the best solution
- willingness to grow and learn
- respect for the other person
Once you have the right mindset, you’ll be more effective. That leads to asking better and better questions to improve insight. It’s a discovery process that makes it more exciting and as a result, you may exceed your greatest expectations (and your new employer/client’s expectations).
Is it the end of fixed notions and the beginning of unbridled success? Isn’t unbridled success the goal of every healthy relationship?
Research and Questions
Interviews and sales are very difficult without information. And in real life, information about the company, your interviewer, and the industry may be very limited. It’s difficult to keep anchored in the correct mindset without insight. And if your interviewer is uncooperative and has fixed notions, it’ll be your ultimate test of moving someone’s mind with questions.
That’s what persuasion is — moving people’s minds from sales resistant to open-mindedness toward the best solution. And Active Interviewing just might give you the ability to break open those information doors.
Success is 90% Preparation
Any business/job interview is loaded with preconceptions, rules, bad practices, and expectations. That’s what Kramer alludes to. The only way to overcome that problem is intense preparation and lots of interviewing experience.
Kramer says the job interview process is full of flaws. His approach helps you prepare expertly, take control of the interview, overcoming their mistakes and ineptitude, so you can discover what’s needed and then get the best opportunity to present yourself ( your professional brand and your presentation).
Kramer mentions the importance of personal branding, finding your personal success factors and what he calls your significant selling proposition. I’m impressed. That’s a good addition to your basic personalized unique value proposition.
Kramer talks about being prepared, and how it eases fears, boosts confidence, and helps you focus on the process. The interview will then lead to where it is supposed to. It’s a launch pad for a great relationship. He advises keeping interviews brief, with well thought out questions, focused on the value you can provide, and discovering their need and matching your skills/assets to their needs.
One of the key assets Kramer advises is to create a presentation — a visual communication aid that makes an impact. The presentation helps you clarify your value, differentiates you from others, and helps cut through the confusion to get your selling proposition across clearly.
There’s excellent tips on creating engaging success stories, relevant vocabulary, finding your strengths/weaknesses, understanding your value, applying a sales process, handling objections, focusing on the company, and explaining why hiring you is a good idea.
You’ll find out more on his website such as closing and the follow-through letter.