Should You Tell the Truth?
I've known job placement specialists who've encouraged their clients to lie when confronted with a potentially damaging question. I've known other specialists who advocate complete candor. I myself have never and would never come out and tell any job candidate to lie deliberately but neither do I recommend that you volunteer irrelevant information about yourself that may hurt your chances, or to dwell on your negative features simply because they happen to be true. Never forget, your "negatives" hurt you more than your "positives" help.
There is the principle to keep in mind when you're answering tough questions: steering the information away from a possibly negative picture of yourself to a positive aspect of yourself.
Here's another example. The interviewer asks if you've ever worked directly in a particular field: "Have you ever worked with people in the food industry?" The truth here is that you haven't. I say, answer the question truthfully, but don't just leave the answer lying there. Build on it. "No, I haven't," you might say. "But I've worked with a lot of people in the liquor industry, and I know a good deal about the food industry . . ." Do you see the principle? Here, you've given a truthful answer but defused truth if the truth doesn't work to your advantage.
The Most Frequently Asked Questions and How to Answer Them
I have in my files nearly three hundred questions, any one of which you might get asked in a job interview. Fortunately, many of the questions are variations of other questions; and, besides, I would no more expect you to prepare answers to three hundred questions than I would ask you to run up the stairs in the Empire State Building.
So, what I've done is to pick twenty-five of the questions that get asked the most frequently in job interviews. In each case, I've tried to suggest what the interviewer might be looking for in the question, and then to suggest a strategy for answering it.
1. Tell me about yourself . . .
This is a typical ice-breaker in many interview situations. Interviewers like it because it gives them a good initial "feeling" about you. They figure if you can't be articulate when you're talking about yourself, you're not going to be very articulate about anything.
Generally, it isn't so much what you say when you answer this question that's important; it's how you say it. Don't fumble with it. A good way to start an answer might be to come right out and say that you're darn good at what you do. "Well," you could say, "people tell me I'm a very good administrator." Having made this statement, however, you now have an obligation to back it up. How well you back up your general statements is another thing many interviewers are going to be looking for. "I'm organized," you might say. "I know how to delegate. I work well under pressure."
As long as you stay within reasonable bounds, don't worry about tooting your own horn. The interviewer knows you're not going to emphasize your negative points. But concentrate on those things about yourself that relate to the job you're being interviewed for, remembering (again) to back up your general statements with specific details. Instead of merely saying, "I get along well with others," and letting it go at that, give a couple of specific examples that illustrate how well you get along with others. "I've always had a good rapport with the people I work for and the people I supervise. In fact, I'm very close friends with one of my former bosses."
So, the main things to bear in mind when you're answering this question are:
- Stress only positive features.
- Back up general statements with proof-specific examples that illustrate the statements. Stress accomplishments.
- Try to key most of what you say to the qualifications needed for the job that's open.
- Keep it brief-no more than two or three minutes.
- When you've finished, ask the interviewer if he or she needs to know any more.
Here's a question you're likely to get asked when you're on your third or fourth interview for the same job. It sounds innocent, but answer with a good deal of care.
The conservative way to handle the question is to finesse it. Tell the interviewer you haven't had much of a chance to draw any real conclusions, but from what you've seen, you're impressed-it looks like the kind of place where you could be very happy.
If you've noticed some things that do indeed need to be changed and you figure you're the person to do the changing, it isn't a bad idea to say that as much as you like what you've seen, you think you could make some positive changes. But be careful how you say this. No matter how strong a candidate you are, or how badly the company wants you, its suicide to come into interview acting as if you're Wyatt Earp come to clean up Dodge City. One way you might handle the problem is to say something like: "Well, from what I've seen, I'm very impressed. But what's important to me is that you seem to have some of the same interesting problems we were having at my former company."
Expressing yourself this way accomplishes several things: first, it takes the edge out of your criticism by making it seem as if a lot of companies have the same problem; second, it indicates, indirectly, your familiarity with the problem and implies your ability to solve it; third, it gives the interviewer the option of pursuing the matter or dropping it. The ball is in their court.
Whatever you do, watch what you say about any of the people connected with the company you've met so far. As far as you're concerned, they're all terrific people and you see no problem at all in getting along with them. Occasionally, you might run into an interviewer who wants to see how much of a hatchet person you are. The conversation sometimes goes like this:
INTERVIEWER: Don't you think some of these people need somebody to build a fire under them?
You: AS I said, it's hard to tell about people unless you've had a chance to work with them for a while. INTERVIEWER: Would you have any compunction about firing people?
You: Well, sometimes you don't have a choice. But I look on firing as a last resort
3. What is it about this job that interests you most?
It may well be that you're getting desperate for any job, but nobody expects you to give this answer. Play the game. What the interviewer is generally looking for here is how much homework you've done with respect to the company. Unload with both barrels. Discuss what you like about the company's marketing philosophy (or whatever) and explain why you like it. Talk about the company's products and why you think there's such a future in them. Keep personal considerations (it's close to home, etc.) out of this answer. Leave the interviewer with the impression that you and the job are an ideal match!
4. This is a very high-pressured job. Do you think you're up to it?
Another one of those questions in which how you answer is as important as what you say. Don't be in too much of a hurry to give a blanket "Yes." Ask the interviewer to describe the kind of pressure he or she means. Maybe the pressure is too much for you. Maybe you don't want it. Either way, underplay it Instead of talking about how superbly you perform under pressure; indicate that pressure has never been a problem for you, that in a lot of ways you enjoy pressure. If you can cite an example or two to back up your point, all the better. I remember a candidate who smiled when I asked him this question and said: "I'd be bored without pressure."
5. What do you see yourself doing five years from now?
Read this question to mean: Are you going to stick with us for a while and then jump somewhere else? Hedge here and no one will fault you for it. "Well, I like what I do. I see myself doing more of it and doing it better."
6. What do you consider your major strengths?
You know what your major strengths are and how they relate to the job, so you should never have any trouble answering this question. Just remember to back up general statements now and then with some specific examples. "I think I handle people well. When I worked at ABC, people were always commenting on the high morale in my department. The one thing I do well with people is to listen to them . . ." To repeat; stick with the strengths that relate to the job.
7. What do you consider your major weaknesses?
You're not in group therapy or at any meeting, so play this question by the book. Of course you have weaknesses. Every-body has weaknesses. But you don't feel as if your weaknesses have ever interfered much with your ability to do a good job. Some of the "safe" weaknesses to reveal, if true, are: you're impatient with people who don't work hard; you sometimes get too involved with your work; you sometimes don't know when to throw in the towel.
8. Why do you want to leave your present job?
Assuming, that is, you have a present job. Play this one safe, too. For example, you "like" your present job, and you think a lot of your present company and the people you're working with. On the other hand, you see this job (the job you're being interviewed for) as offering you a better opportunity to grow.
9. Why did you have to leave your last job?
The fact may be that you were fired, and chances are the inter-viewer knows you were fired and is simply interested in how you'll handle the question. Never make excuses. Never paint yourself as a victim or a scapegoat. "There were a lot of organizational changes," you might say, "and things just didn't work out after a while. I have no hard feelings. I learned a lot, and I might have been ready for a change."
10. Do you think you can get along with . . . ?
This is a question you're likely to get asked when you're being interviewed for a job at a small company dominated by one person. The interviewer, of course, knows that the top person is difficult to get along with but wants to see your reaction any-way. A good, safe answer is: "Let me put it this way. I've never worked for anybody I couldn't get along with."
11. What sort of money are you looking for?
The stock response here is to try to beg the question. "Salary is something we can talk about once I get a better feel of what's involved." If the interviewer persists, give your present salary. Don't lie. Always talk salary in general terms, "in the neighborhood of the high 30s."
12. I'm a little worried about your lack of . . .
It might be experience or training. Don't be intimidated by this question, because it's a good sign. It means the interviewer likes you generally but has a reservation or two. Grant that you understand the concern he or she might have, and then immediately give the interviewer something concrete that can put his or her mind at ease. ("I can see where you might be concerned about that, but all I've been doing, really, for the past two years is handling heavy-equipment accounts . . .") By the way, this is a question you must be prepared to answer well.
13. We work a lot of late nights here. Is that going to cause any trouble at home?
If it isn't a problem let the interviewer know. "Of course it isn't. I'm very lucky to have a family that is very independent. The idea of working late has never been a problem for me." As much as possible, keep personal family problems out of any interview discussion. Then again, do you want to work late all the time?
14. You've been out of work for a long time, haven't you?
You have indeed, and there's no point in denying it. Turn the question into a plus. "It's true," you might say, "but I think I've used the time very well. I've become much better at . . . (list what you've accomplished during this period)." Let the inter-viewer know that you've been particular, that you've turned down offers-if it's true.
15. What do you like to do in your spare time?
An innocent question most of the time, but sometimes a fishing expedition to find out whether your leisure pursuits could interfere with your commitment to work. Don't be in a hurry to show how rounded an individual you are, or how good a tennis player you happen to be. Don't mention that you like to scuba dive or go sky diving unless your interviewer has a photograph on his desk of himself (or herself) sky diving or scuba diving. On the other hand, don't say you don't have any hobbies: you'll give the impression of being too narrow. One good way to start the answer to this question is with: "Well, when I get the time, I like to do a little . . ."
16. I see you've just gotten divorced. It's not going to interfere with your work, is it?
The interviewer probably has no business asking this, but if you do get asked it, don't make an issue. "Divorces are never easy," you might say, "but things are under control. I certainly don't see any problem where working is concerned." Incidentally, our Burke survey shows that divorce is likely to be a negative factor in your hiring chances in only about IS percent of the interviews you go on. Still, go into the interview expecting the interviewer to have a negative attitude and be ready to defuse it. Stress the stability of your social life. Mention how civilized a relationship you have with your ex-spouse.
17. Have you hired or fired many people?
Could be a trick question: an executive, after all, who has to do a lot of hiring and firing might be difficult to work with. On the other hand, the interviewer may be concerned that your back-ground hasn't adequately prepared you for the hiring or firing responsibility in this particular job. However you answer this question, give the impression that you recognize that firing people is a necessary-if unpleasant-part of executive responsibility and that you have good judgment when it comes to people.
18. You've had quite a few jobs in your career. Why?
The interviewer is worried about your stability and your loyalty. Your answer should address itself to both these concerns. If the facts can back you up, point out that most of your job changing took place several years ago but that your record over the past, say, three years has been a lot more stable. Another approach is to point out the one or two jobs in which you've stayed for a reasonably long period of time, and try to indicate similarities between those situations and the job for which you're now being considered. Whatever you do, don't answer this question in a way that will suggest you're blaming others for your inability to stay at one place for very long. Be prepared to spell out the reasons for each termination.
19. You have too much experience for this job. Why would you want it?
Sometimes this question indicates an interviewer's sincere concern that you're not reaching high enough in your aspirations. Other times, the interviewer is worried that something about your personality is holding you back. Don't be defensive. Make the abundance of experience you have a "plus." "It's nice of you to say that," you might reply, "but I don't see it as a problem. I really like this field and I'd much rather go into a new job with a lot of experience than with little experience. It gives me a chance to be creative in the job."
What you don't do in answering this question is to downplay your experience. Experience is a feather in your cap: don't let the interviewer turn it into a liability. Indeed, never answer any question in a way that disparages any of your qualifications.
20. You've been with the same firm for so many years, how can you now cope with a new firm?
The interviewer is concerned that you may not be ambitious enough, that you got stale at your last job and that's why they let you go. Remember, though, loyalty is assets, not a liability, so don't waste this opportunity to showcase the asset. The safe answer here is to point out that while it's true you've been with the same firm for a long time, you've always felt as if you were "growing" and you never felt as if you were "stuck." Point out, if true, that even though you were with the same firm for so many years, you worked in a number of different environments and that you see no problem at all adjusting to a new firm. Here's a good chance, too, to show how much you know about the firm for whose job you're being considered. "I know a lot about your company," you might say. "And I've thought a lot about how I might work out here, and I think I could fit in very well."
21. I'm surprised your salary isn't higher, considering everything you say you've done.
This is a polite way of suggesting that you might be exaggerating your accomplishments, in light of your salary. One way to answer the question is to tell the interviewer that while the company you're now working for is fine in a lot of ways, it isn't known for paying high salaries (which, of course, is one of the reasons you're looking elsewhere).
A generally good line to take here is to agree with the inter-viewer but finesse the explanation: "This is one of the problems when you work, don't you think? You have to balance how much you like what you do with how much money they pay you. One of the reasons I'm interested in your firm is that it seems to key salary to accomplishment."
22. Tell me what you think really involves?
The blank is your specialty, whether it's accounting, advertising, marketing, public relations, selling, or anything else. This is the classic "big picture" question. The interviewer is trying to get a fix on whether you've given thought to the essence of your profession or specialty. It's an important question, and you should have an answer ready for it.
23. Do you have any problems following company policy?
The interviewer wants to find out if you're a potential trouble-maker. You're not, of course. Cite the fact, if true, that you've never had any problems following company policy in any company you've ever worked for.
24. What was it about your last job that bothered you the most?
Talk in generalities. Lack of challenge and growth are two good standard responses. You probably have others just as appropriate.
25. What was it you liked best about your last job?
A good answer might be "the people." You got along well with them. You liked the fact that they trusted your judgment. This is an excellent question in which to emphasize the points that will make you good for this job.
Here are twenty-five additional questions you should be prepared to answer:
- What motivates you?
- What are your long-term goals?
- Do you think you'd like my job?
- How creative a problem solver are you?
- Can you motivate people?
- How would you rate yourself as a leader?
- What was your favorite subject in school?
- How well did you do in school?
- What kind of jobs did you like best as a kid?
- What would you say are your most important accomplishments to date?
- What kind of people do you like to associate with?
- Do you have much of a temper?
- What kind of a contribution do you think you could make to this firm?
- Why do you want to change careers at your age?
- How much of a self-starter are you?
- If you could be in your own business, would you prefer it to corporate life?
- How long do you think you'd be happy in this job before you started thinking about promotion?
- What's your health like?
- Do you really enjoy work?
- Would you work if you were independently wealthy?
- How involved are you with your children?
- How do you think your wife (husband) is going to feel about your taking this job?
- How sensitive are you to criticism?
- What's the most difficult challenge you've faced in your life?
- What are you doing now to improve yourself?
