Solutions Wanted. Apply Inside.
What is the presumed format of an interview? You wear a suit, you smile, you sit down and you answer questions. It’s like a game show. Whoever answers the questions better, wins. Would somebody please tell me how this can tell you who can do a job? I can’t.
As I’ve mentioned in my recent update about my recent adventures – I have come to the conclusion getting a job should be like sales. Not high pressure, hard close sales, but identifying and solving a problem, working with other people and getting their commitment. It is solution sales – you are the solution – you need to get the decision makers in the company to buy into your vision and select your solution.
As I’ve started to take this approach in my job search, I see something very peculiar happening during my interviews. In addition to answering the questions to the best of my ability, when I ask questions I have started to probe into more depth. What are their needs? What would really help the company? Do I fit?
And in my follow up questions I test my abilities against their needs. In some cases, there just isn’t a fit, for a variety of reasons. Pay, interest level, future direction, company culture play a role, in addition to the questions about whether or not I have the background and experience they need.
And I have stopped doing things that well meaning job search experts told me I should do – “Ask for the job” (hard closing sales approach), “Develop a 90 day plan” (prescribing before a complete diagnosis). I found those pieces of advice were putting too much tension into the relationship.
If you’re looking for a great resource that gives some very practical advice about how to approach a job search with a solutions first orientation, I’d suggest checking out a copy of the book “SPIN Selling” by Neil Rackham. Reading it has really helped me to get my feet back on the ground after a very tough separation from my previous company. (Thanks go to Brian Kennett http://www.twitter.com/btkennett for turning me on to it.)