Consultative InterviewConsultative Interview

BGI Career Services WorkshopStage 6

Don PiperApril 09, 2011

In this laboratory…

1. Practice interviewing/feedback2. Approach the interview strategically3. Learn to determine needs (org/int’vr)4. Learn about consultative interviewing5. Adapt to interviewers skills/style

Benefits from this laboratory…

1. Better prepared for interviewing2. Confidence in difficult situations3. Asking insightful/probing questions4. Overcoming objections…5. NOT an audition6. Create dialogue

Check in

Interview Success Stories!

What has worked for you?

What works even better?

What’s the best ever?

Pre-work

๏ List of difficult questions

๏ 5 measurable accomplishments

Consultative interviewingConsultative interviewing

Consultative Interview

…discovering your employer’s needs

๏ Initial needs discovery Initial needs discovery [[what makes them tick]]

๏ Collaborative solution seekingCollaborative solution seeking๏ Owning not controlling interviewsOwning not controlling interviews๏ As if you are already in the positionAs if you are already in the position๏ Connecting with the interviewerConnecting with the interviewer

“Your Turn: 80 Penetrating Questions You Get to Ask”

Interview Strategically

๏ Beginning with the end in mind๏ Fit skills/needs๏ Offer to help them solve/capture…๏ Prepare, research๏ Connect! ๏ Write a personal thank you note

Determining Needs

1. Reverse networking into the dept2. Published goals/objectives3. Press/analysts/competitors4. Customers/distributors/association5. Industry reviews6. Stakeholder groups

Being effective with poor…

…interviewers.

๏ determine greatest needs/oppty’s

๏ match your skills to their needs

๏ demonstrate how you create value

๏ using the same metrics they use

Practice your pitch…

๏ Behavioral interview questions๏ Making an impression๏ Getting a second interview๏ Body language๏ Answering illegal questions

Personal Experience

Interviewing vs. Consultative Interviews

Relationship building is the most effective

Key skills required for future success here

How will success be measured?

Who has the power to hire you?

Do you know…

๏ If the organization’s culture is right 4U

๏ The most effective follow up methods

๏ How to recover from faux pas

๏ How to convert interviews to offers

Be the experience you want…

1. With confidence – domain expertise2. Active inquiry – creating dialogue3. Solution orientation/value creation4. Measureable results/ROI

‘‘as if you were already filling that role’as if you were already filling that role’

In this laboratory…

1. Practice interviewing/feedback2. Approach the interview strategically3. Learn to determine needs (org/int’vr)4. Learn about consultative interviewing5. Adapt to interviewers skills/style