How to Win the Job by Communicating with Confidence

Building Your Skills Arsenal

Marie first telephoned me on a Wednesday sounding upset and
confused. “I’ve blown the seventh interview in 2 months. I think
I need an interview coach.”
“I just can’t understand it,” she continued. “I had my résumé
done professionally. You should see it. It can’t have to do with my
appearance. Every time before I go to an interview, I get my hair
done, I have a manicure, and I always wear my best suits. I real-
ly don’t know what to think. It makes me wonder if I’m in the
wrong profession! If another person with less experience gets the
job instead of me again, I’m literally going to scream!”
Marie faxed me her résumé the day before our appointment
together. On paper, she looked terrific. It was clear from her
résumé that she had a 10-year background in sales, had managed
over 75 people, and had handled some formidable accounts of
up to several million dollars each. Given the right presentation at
an interview, Marie could probably have her pick of a number of
sales positions in the tech industry.
She came for her coaching appointment on a Friday. In the
first few seconds, it was clear to me that she had excellent social
skills. Her greeting was professional, and she had a winning smile
and a firm businesslike handshake. She looked me straight in the
eye and stood tall, appearing to have a lot of confidence. She was
dressed and accessorized impeccably. There certainly was noth-
ing notto like about her. It was clear to me from the outset that
first impressions were not her problem.
Marie and I decided that we would do a mock interview
where I would play the interviewer and she would play herself.
The first question I asked her is probably the most common first
question asked in any interview: “Tell me about yourself.” I fol-
lowed with some other common questions like, “Tell me about
your skills,” and “What is your greatest strength?”

What evidence did I have that she was, in fact, a

top performer? How did she plan to apply her skills

to make profits for my company?

Marie’s answers to my questions, though technically correct,
were fraught with generalities and gave only a vague impression