TRAPS: Believe it or not, this is a killer question because
so many candidates are unprepared for it.
If you stammer or ad lib, you've blown it.
BEST ANSWER: By now you can see how critical it is to apply
the overall strategy of uncovering the employer's needs before you answer
questions. Knowing the employer's
greatest needs and desires will give you a big leg up over other candidates
because you will give him better reasons for hiring you than anyone else.
Whether your interviewer asks you this question explicitly or not, this is the
most important question of your interview because he must answer this question
favorably in his own mind before you will be hired. So help him out! Walk through each of the position's
requirements as you understand them, and follow each with a reason why you meet
that requirement so well.
Example: "As I understand your needs, you are first and
foremost looking for someone who can manage the sales and marketing of your
book publishing division. As you've
said, you need someone with a strong background in trade book sales. This is where I've spent almost my entire
career, so I've chalked up 18 years experience exactly in this area. I believe that I know the right contacts;
methods, principles, and successful management techniques as well as any person
can in our industry.
"You also need someone who can expand your book
distribution channels. In my prior post,
my innovative promotional ideas doubled, and then tripled, the number of
outlets selling our books. I'm confident
I can do the same for you.
"You need someone to give a new shot in the arm to your
mail order sales, someone who knows how to sell in space and direct mail
media. Here, too, I believe I have
exactly the experience you need. In the
last five years, I've increased our mail order book sales from $600,000 to
$2,800,000, and now we're the country's second leading marketer of scientific
and medical books by mail."
Every one of these selling "couplets" (his need
matched by your qualifications) is a touchdown that runs up your score. It is your best opportunity to outsell your competition.
