Case Study (with a twist!):  Jan was interviewing for a sales management position, and it wasn’t going very well. Though she possessed the qualities and skills to star in the new position, the HA wasn’t asking any deep questions. It was, as her coach had warned it might be, a “canned” interview, and Jan hadn’t been able to distance herself from the other candidates she knew were involved. Closing the interview, the HA asked, “Before we wrap up, what questions do you have for me?”  Jan asked, “Well, I’d like to know what you think is the greatest challenge facing your company, and what I could do to help you meet that challenge?”  The HA paused for a moment, then changed her whole demeanor as she launched into a detailed explanation of sales challenges they were faced with, and what skills Jan had that might turn the tide. The interview went on for another 45 minutes, and Jan got a job offer before she left.

Chapter 6 Summary:  Look for opportunities during the middle stages of the interview to ask your own follow-up questions. Then, look for opportunities to ask questions which address how someone with your qualifications would affect the situation. Do not hesitate to ask about challenges and objectives, placing yourself into the equation.