Interviewing Techniques That Work - Part 4: Sell or No Sell
By Otto Papasadero
In the previous articles of this series, we have covered most of the necessary details and techniques involved in the interviewing and hiring of a new team member. At this point in the process, no more than three candidates are likely to be finalists in the competition to get the position on your team. Therefore, the next step involves a sell or no-sell situation.
So far, the interview has been a buying and selling situation, with the interviewer and the candidate being both buyers and sellers. It's now time for the interviewer to assess the desirability of the candidate. If the candidate is not particularly qualified, the interviewer does not need to make as much of an effort to sell the opportunity as would be necessary to attract a more qualified candidate.
The selling process should provide the following information to the candidate. If the candidate is not completely familiar with the company, or has not had the opportunity to view the company’s website or read the literature about it, take time to describe the history, size and business philosophy of the company. The interviewer should point out in a positive but not exaggerated manner the possible future of the company and how it might provide opportunity for its employees. Point out how the candidate's qualities would be mutually beneficial to him or her and the company.
At this point, the position being filled should be described in detail, including daily tasks, activities and responsibilities. Give the candidate the opportunity to ask details about the job specifics at this time.
Next, present the details concerning salary and benefits. Discuss the applicant's salary needs and relate these needs to what is being offered for this position. Explain in a positive manner the benefits package, including information about any health, dental or life insurance; vacations and sick leave; retirement and profit-sharing plans; use of company vehicles; special employee purchase or user programs; and educational programs and opportunities.
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