Last week I had an interview with a company I really wanted to work for. I came away from the interview feeling that it went quite well. I told them all about me and my background and what I wanted from the job. Needless to say when they called to tell me that I had not made the cut, I was disappointed. What could I have done better at the interview?

IT’S NOT ABOUT YOU

Let’s talk about Sales and Products for a moment:

You walk into a car dealership. There is a lot of product on the showroom floor. One is a coupe, one is a four door sedan, another is a convertible, one is an SUV and on and on. Each is unique unto itself and, on top of that, each can be further customized to meet a customer’s needs. The salesperson greets you, and if he is worth his weight in gold, he might start probing about you and your needs. He sits you down and a discussion ensues about your needs, your wants, your desires, your price range and so on before he even thinks about showing you a specific model. He is gathering the information necessary to provide the solution - which product is best for you given the answers gathered. In other words, he is selling you a solution. If there is a match, voila, a sale is made.

The job market is no different than the car dealership. A prospective employer has a problem to be solved. You might be a very nice, bright and even talented professional, but if you cannot help the employer solve the problem, you have little value for him. You see: It is not about you! It is about the value you bring to solving the problem.

What you are really selling, then, is a solution. You are offering those “portals,” those unique compartments of the YOU (the product) that make you special:  your needs, wants, desires, strengths, abilities to name a few.  For instance, the portal that is most important to the employer is the skills and accomplishment piece. Yours, of course, are your needs, wants and values. Although a perfect fit between the prospective employer and employee would be a win/win for both, the essence of the match is always how you will make a difference to the company’s bottom line.

Prior to going into the interview, it is mandatory that you do some homework to find out what challenges the company faces in the next two to five years. This can be obtained by visiting their web site and studying the annual report and other newsworthy items. Be prepared to discuss your accomplishments in light of their challenges and toot your horn with results achieved in your past jobs.

Put aside your needs and wants on the first go round unless you are asked outright about them. Your turn will come after you convince the interviewer of the value you bring and contribution you can make. Then when you are actually offered the job, you can weigh your values against what you are being offered. It is a two way street. In the end, you control the final decision.

For those of you who have similar interviewing concerns, email me at jane@unlockyourpotential.com or call for a free consultation at 248-661-2174.

Excerpted from Unlock Your Potential, The Ultimate Career Campaigner’s Guide.