{"id":137,"date":"2015-07-30T00:30:00","date_gmt":"2015-07-30T00:30:00","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=137"},"modified":"2015-07-30T00:31:00","modified_gmt":"2015-07-30T00:31:00","slug":"selling-u-how-to-overcome-objections-in-a-job-interview","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/selling-u-how-to-overcome-objections-in-a-job-interview\/","title":{"raw":"Selling U: How to Overcome Objections in a Job Interview","rendered":"Selling U: How to Overcome Objections in a Job Interview"},"content":{"raw":"
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Learning Objectives<\/h3>\r\n
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  1. Learn about common objections you may hear in a job interview and the best way to respond.<\/li>\r\n\t
  2. Understand how follow-up to a job interview can help \u201covercome objections.\u201d<\/li>\r\n<\/ol>\r\n<\/div>\r\nIt\u2019s exciting to get a call to go on a job interview. During your preparation (described in detail in the Selling U<\/em> section of Chapter 10 \"The Presentation: The Power of Solving Problems\"), you will, of course, research the company and learn everything you can about how it does business. You\u2019ll identify some questions that you want to ask because you realize that a job interview is a two-sided exchange\u2014the company wants to learn about you, and you want to learn about the company. You\u2019ll plan your wardrobe, transportation, and other details well in advance of the big day. But one thing you may not think about is how to overcome objections during the job interview.\r\n
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    Common Interview \u201cObjections\u201d<\/h2>\r\nBe prepared to answer the most common objections that may be voiced during your interview. Focus on the positive and keep your answers professional. In fact, you should practice your answers to these questions out loud so that your answers are crisp and conversational. When an interviewer presents an objection, take a breath before you answer the question. Restate the objection and then answer it. It\u2019s best not to dwell on an objection and talk too much, simply handle them and move on.[footnote]Randall S. Hansen and Katharine Hansen, \u201cClosing the Sale and Overcoming Objections in the Job Interview,\u201d Quintessential Careers, http:\/\/www.quintcareers.com\/printable\/interview_objections_closing.html<\/a> (accessed October 24, 2009).[\/footnote]<\/span> Here are some common objections and suggested ways to handle them.\r\n
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    Objection 1: You Don\u2019t Have Enough Experience<\/h2>\r\nThe best way to anticipate and even avoid this objection is to review your portfolio during the interview (see the Selling U<\/em> section of Chapter 6 \"Why and How People Buy: The Power of Understanding the Customer\" for more details about preparing your portfolio).[footnote]Randall S. Hansen and Katharine Hansen, \u201cClosing the Sale and Overcoming Objections in the Job Interview,\u201d Quintessential Careers, http:\/\/www.quintcareers.com\/printable\/interview_objections_closing.html<\/a> (accessed October 24, 2009).[\/footnote]<\/span> A portfolio is a visual way to demonstrate your skills and experience. It\u2019s one thing to talk about what you\u2019ve done, it\u2019s quite another to bring it alive to your interviewer. It\u2019s especially important to show your work from internships, major class projects, volunteer projects, and other examples of your work.\r\n\r\n<\/div>\r\n
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    Objection 2: I\u2019m Not Sure You Will Fit In with the Team<\/h2>\r\nThis is another opportunity to refer to your portfolio by talking about projects that you work on with other people. Chances are you\u2019ve worked on teams for class projects, internships, volunteer projects, and other areas. Be prepared with specific examples about how you have worked in collaboration with a team or taken on the leadership role within a team.[footnote]Randall S. Hansen and Katharine Hansen, \u201cClosing the Sale and Overcoming Objections in the Job Interview,\u201d Quintessential Careers, http:\/\/www.quintcareers.com\/printable\/interview_objections_closing.html<\/a> (accessed October 24, 2009).[\/footnote]<\/span>\r\n\r\n<\/div>\r\n
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    Objection 3: The Position Doesn\u2019t Pay as Much as You Are Looking For<\/h2>\r\nYour response to this objection should be something like \u201cSalary is only one part of compensation. I\u2019m looking for the right opportunity, and I\u2019m willing to look at other areas of the total compensation program, including benefits, advancement, exposure, and other elements of my personal and professional growth.\u201d It\u2019s best not to take this conversation into a salary discussion. Wait to have the salary conversation until the company has extended an offer. It\u2019s a good idea to have a salary range in mind before<\/em> you go into an interview. Do your research on Web sites such as Salary.com so that you are prepared if your interviewer asks how much you are expecting as a starting salary.[footnote]Mary Moss, \u201cTips for Overcoming Objections during a Job Interview,\u201d Associated Content, August 13, 2007, http:\/\/www.associatedcontent.com\/article\/337859\/tips_for_overcoming_objections_during.html?singlepage=true&cat=31<\/a> (accessed October 24, 2009).[\/footnote]<\/span>\r\n\r\n<\/div>\r\n
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    Objection 4: You\u2019re Too Experienced for This Position<\/h2>\r\nWhen you are starting out, it will be rare to hear that you have too much experience for a particular position. However, if you do hear it, be ready with the right answer. It\u2019s always best to seek a job you really want. But starting at a level that might be below your expectations is a good strategy, especially in this economy.\r\n\r\nWhen interviewers say this, they are worried that when the job you want comes along, you will leave. Answer this objection by pointing out that you are willing and excited about learning about the business from the ground up. Based on your research of the company, give your interviewer a specific reason about why you want to work for that particular company. People are more willing to give you a chance if you are really interested in working for the company.\r\n\r\n<\/div>\r\n<\/div>\r\n
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    \u201cHidden Objections\u201d during Job Interviews<\/h2>\r\nAlthough there are some common objections you may hear in a job interview, chances are you will rarely hear an objection on a job interview. This is one major difference between a sales call and an interview. Most managers and recruiters respond during an interview in a more neutral way so as not to imply that the job is going to one candidate over another.[footnote]Kim Richmond, Brand You<\/em>, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 188.[\/footnote]<\/span> Prospective employers prefer to interview all the candidates and then make their hiring decision. Therefore, their objections are often more like hidden objections, those that are not openly stated during the interview. Unlike the sales call, it is not appropriate to keep probing to identify the objection. The best way to overcome objections, hidden or stated, is to be prepared to sell yourself in the most compelling way possible.\r\n\r\nThe concept of value, described earlier in this chapter, can be a successful way to overcome objections in a job interview whether the objections are stated or hidden. Prepare for the interview, understand the company\u2019s needs, and demonstrate how you can meet the needs. Simple. Effective. Powerful.\r\n\r\n<\/div>\r\n
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    Follow Up after Job Interviews: Set Yourself Apart<\/h2>\r\nAfter you\u2019ve shaken hands and finished your interview, keep in mind that your ability to stand out is not over. Follow-up is the currency of sales; those who follow up significantly increase their chances of getting the sale (or getting the job). Here are some ways to follow up and make yourself memorable.\r\n
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    Thank-You E-mail after a Job Interview<\/h2>\r\nProspective employers want people who want to work for the company. A thank-you note can set you apart from other candidates and show your interviewer that you really want the job (it\u2019s easy for every candidate to say<\/em> she wants the job, but not every candidate writes a thank-you note).\r\n\r\nYou have the opportunity to say thank you more than once. It\u2019s also a good idea to take advantage of every opportunity to demonstrate your interest and enthusiasm for the company. Start with a thank-you e-mail that you send the day of the interview. It\u2019s important to use e-mail to thank your interviewer for his time, and it is also is the perfect way to deliver value. Take a minute and recap some of the topics you discussed with each interviewer (if there was more than one). Jot down a list and go online and look for an article, video, or interesting blog that would be worth sharing. Send a personal thank-you e-mail to everyone with whom you interviewed (no group e-mails here). Also, be sure to send a thank-you e-mail to the recruiter, if you worked with one to get the interview. It\u2019s important to remember that a thank-you e-mail should be as formal and professional as a handwritten thank-you note.\r\n\r\nNow, it\u2019s time to write your thank-you e-mail. There are three major parts to a thank-you e-mail. It can be short, but effective.\r\n