Job Interviewing patterns from David Barron Hypnotic Job Interviewing
What are the steps you and this company have to go through to fill this position for someone that's qualified like me? (1B 7:28)
So (name) I know you've interviewed some very skilled people like myself that may have been sitting in this very chair and when you at that particular point you knew that they were right for the job As you think about that I'm curious, to you personally, what is it that's important about finding this person right for the job (1B 18:18)
You: What's important in finding a person that's right for this job? (1B 20:00)
Listen for and remember key word or phrase (criteria)
You: I agree that (criteria) is absolutely required for a job, particularly a job like this and obviously you've known people who've demonstrated that like myself and what I'm curious about is for you what is it that's important about (criteria) What are the benefits that you and this company get knowing that you've hired somebody with these qualities? (1B 20:50)
EXAMPLE OF THREE STEP CRITERIA ELICITATION
You: You've obviously read my resume and I'm sure you have a lot of other people who show the same really high qualifications like myself so I'm really curious is when you've sat with someone in a position like this and you knew that they were perfect for the job You know they may have been sitting in this very chair like I am. You may have been looking at them just like that and you had a feeling you knew they were right for the job What's important when you think about that when you're hiring someone like myself who's ideal for the job? What's important to you about that?(1B 27:10)
Interviewer: That this person seems to fit in well with what we will be doing
You: OK obviously you know that seems apparent because if you get someone who doesn't fit in really well there's going to be some sort of conflict. I mean when you have someone who's fitting in what does that allow you to have that's even really more important
Interviewer: A sense of comfort that this person can do the job
You: OK Yeah Comfort's important because that sort of allows you to relax and not have to worry about them. I guess when you're feeling that sense of comfort, what's important to you about that
Interviewer: A knowingness that this person will be able to go out on their own and promote the company and make a win-win situation for both of us
You: OK When you have that win-win First of all I agree completely. It's nice to know that you've been able to pick someone for that position and you feel that sense of comfort that they are able to go out and promote the company and when you have that win-win that's gotta feel pretty good for you
Interviewer: Yes
You: Knowing that you are a part of it. Ultimately when you have that for you personally what does that allow you to feel that's really important
Interviewer: A sense of accomplishment
Response to Tell me about yourself or What can you bring to the company (2A 6:30)
My resume is pretty vast and I can describe a lot but what I'm really interested in is finding out what's important in this particular position
I know you've interviewed a lot of very skilled people like myself that may have been sitting in this very chair and you knew at this time that this person was right for the job and as you think about that I'm curious to you personally what is it that's important to finding the right person for the job?
What's important when you have that sense of comfort (2A 8:15)
Ultimately when you're able to have that win-win for you when you know you did that when you know you were responsible for that in hiring this person for that position What does that allow you to have?
What are the qualities you are looking for?(2A 10:30)
When you find someone like me who has those qualities ______?
When you have that ( ) what does that allow you to get that's even more important? (2A 28:10)
I'm always fascinated by what's important to people and when you think about having some one who (criteria) what is it that's important to you in knowing that (criteria) ? (2B 1:56)
Example of fluff talk between the “What's important about” questions
Obviously there have been times when that (safety) has been available. You know you've had a good feeling. You know that that environment is there where people can feel (safe) (2B 7:46)
Example of using criteria
“safe place” #1, “creative environment” #2, “Performing at maximum” #3
Working at the maximum is obviously the goal of just not a company but the people who really value the company and what the company does like yourself and when you realize with the skills that I've got on this particular resume that you'll be able to create a safe place where I can be creative in this environment and just naturally do what I love to do most which is work at my maximum. That's gotta feel pretty good and I just want you to make sure that as you review my resume those are the qualities I want to bring to the table here. (2B 16:20)
Fit in, sense of comfort to go out and promote the company, win-win, sense of accomplishment
Response to “comfort” criteria with softening and fluff to elicit next higher criteria
You know I've got to completely agree with you. In a work environment where you're comfortable you actually are able to do a lot. You can actually accomplish a lot of things. And so as you're feeling that sense of comfort you know as you remember a time when you felt that sense of comfort it really provided a lot for you. Certainly in my experience it did. So it really makes me curious, I'm very curious about this is when you have that sense of comfort, what is it that's important to you about that? (2B 23:40)
CLOSE #1 using “What steps do you have to go through?” information
It's really a pleasure being able to talk with you to see how we can create this sense of accomplishment together. I know I'm just one of maybe fifty people that you're going to talk with of those I think you can feel a certain degree of comfort where I might fit in so you can recommend me. I very much appreciate that. If you have any questions I would love to talk with you. Please feel free to call me back.(tape 3 4:02)
CLOSE #2
I appreciate us talking, letting me know about the job and the company and how we might be able to create a sense of accomplishment together. I realize that you're going to talk with fifty other people before you're able to fit me into those ten people that you'll recommend. As you do that I really appreciate you showing and understanding that there is a certain degree of comfort in doing that. I want to thank you very much and I look forward to hearing from you.(tape 3 4:55)
Example of future pacing Adv SS 1 (26:40)