Job Interview Techniques: Objection Handling for Successful interviewing | James Moloney | Skillshare

Job Interview Techniques: Objection Handling for Successful interviewing

James Moloney, Start up & Recruitment expert

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5 Lessons (11m)
    • 1. Introduction

      0:51
    • 2. Establish common ground

      3:28
    • 3. Subject as cause

      1:13
    • 4. Could you make an exception?

      2:00
    • 5. The yes ladder: the best kept secret in sales

      3:53

About This Class

In this class, you will learn how to overcome objections from managers in interviews and some of the best psychological tricks to get people to agree with you.

Transcripts

1. Introduction: today we're gonna be looking out objection handling and selling yourself in a interview environment. Whether that is a job interview trying to secure yourself the job, it's view head of that formal meeting or just trying to sell yourself Teoh a commercial organization. Generally, we're gonna look at some psychological tricks which will make anyone related to you on DSI use being on their side, understanding that point of view. We're also gonna cover what to do when you objectively don't have the coffees that somebody's looking for. But you want to get to make an exception for you and give you a chance anyway. So we're gonna cover a few little tricks around specific phrases that you can use on some broader principles. Off sale psychology generally that will help you else. 2. Establish common ground: The first technique we're gonna use to get people to agree with you and give you a more positive reception at interview is going to pay establishing common ground. What do you mean by common ground? So establishing common ground is all about getting the interviewer to relate to you as a person that sees the world the way that they say it's who agreed with them on key points who shares their values. This is really important to interview because ultimately we all want to work with people. You have similar values to us. The first thing we're gonna do to establish this is to use the person's name. We all like hearing our own name. It's often said that the sweetest sound of English language to anyone is their own name. If you speak to someone repeatedly in the name, it shows that you are talking directly to them, that you care about who they are as a person, that you've remembered what their name is, which often people don't necessarily do in an interview situation, particularly if there are multiple people there. It's the first thing you must do is make sure you memorize everyone's name in that room and that you used them. Look at them using their name when you're speaking to them. Now what we comes with the handling of actual objections. The best phrase to use to stop its that common ground, while also Pamela Challenge and push back objections is, If I were in your position, I would feel the same way. So how do we actually use this in practice? So let's say you've got into an interview. Onda concern has been raised that you haven't sold this specific product before. Let's say you've come from selling software on your now something I have to sell a physical hardware product. They're saying, Well, you know, I've got concerns around this. How easy without friends should be to make view. It is a very different sales process. You've got physical, kid, that your demo ing you say That's a great question. And if I was in your position, I'd probably feel the exact same way. Who is this guy coming? And, you know, from a software background thinking that you could just pick up on room with hardware? And the reality is that I probably gonna need some training around physical demo ing. However, this is where you launch into your cattle points. For all the great things ive picked up in software sales, for example, which are easily transferrable on that you could build on things like being a quick learner and kind of previous generic sales trading that you've had etcetera. So let's break down that phrase Little best. If I were in your position, I would feel the same way. Firstly, you're breaking it down to your feelings rather than facts. So this is making it very much emotions. You're under some that you feel this way, but our feelings could be quite malleable, a much more so than the factual reality of a situation made bay. So that's really good, that level to establish. First of all, the really key thing, though, is the If I were in your position. So firstly, you're showing that your empathetic and you see the situation from the other person's point of view. This isn't all about you. This is about both of you having a conversation and getting mutual benefits. The other thing you're doing is that you're showing that you can relate to this personal, a similar intellectual level, so if I were in your position, there's an implication there that actually you're speaking very much as equals and that you could very easily be in each other's shoes, which is a really powerful position to put yourself in in advance off the rest of an interview conversation. 3. Subject as cause: Now, the next trick we're gonna talk about is the subject as calls trick. So this is where you're gonna get the hiring manager to talk about your success while relating directly to you while looking at you. What this does is this associates those feelings off success with you as an individual. So the way this works is you will ask the hiring manager. Yes, time. If I was to be appointed in this role, what would my success look like? What What would be a successful high it See you in one year's time. They'll talk about all the things that they want you to have achieved here. Well, you have done this. You lived on this, you know you'll have helped us achieve this. The business will have achieved this as a result of you doing X, Y said. And all the Sunday looking you even if they're saying the successful candidate, if they don't bite some of the relating directly to you at peace, there still could be looking at you. So when they are thinking on things in their head, they're picturing you achieving those things on. Actually, what's they've bedded into that idea that yes, you're going to the person that achieves dust. That's a really powerful tool to have in your pockets 4. Could you make an exception?: the next technique clinic over is how to deal with something where you objectively do not meet the criteria. But you want the job anyway, do you think? Actually, I could probably get around this. And I don't think this is a Z essential as the manager. Maybe things in their mind that it is. So the way we deal with this Objection. Yes, we say. Have you ever made an exception in the past to this that say they are employing you as an engineer? So you must have a electrical engineering qualifications that you've got a chemical engineering qualification. But you know that you you know a fair bit about electronic. You could do this job. He's gonna go. I appreciate that You've asked for an electric electrical engineering qualification here. Have you ever made exceptions in the past? If you ever employees from it doesn't have that. Usually the answer is gonna be Yes, it's very rare. That complete only employ people who directly me every aspect of respect. Oh, we employed Dave in the very early days of these This company, you know, we did training, but way don't tend to do that. Really. Dave had these quotes season where you follow that 10 you go. Okay. Well, I think I could bring X Wise as additional things. The company That's a book beyond this. Back with that in mind, could you make an exception on the absolute stranger requirement for a Flextronics fortification? And chances are the answer will very often be yes. If you can demonstrate additional value above or beyond this backing off their areas and you've already got nothing here. Actually, we've done this before. This is the key thing. They have to think that what they're doing is not the first time they've done this. This is not unusual. They are making an exception that they've already made for someone else in the past. That is to really keep parts of using this technique successfully. This works better with larger teams, obviously, because your chance of the exception being made is much greater. The large number of people of that manageable have dealt with over that time in the organization 5. The yes ladder: the best kept secret in sales: now, the final technique we talk about is probably the most powerful human psychology trick for sales. There's ever been researched, and it's something called the Yes Ladder, and it tapped into a very, very simple human desire to be consistent in our attitudes. So what that means is when we agree with something we don't want to, then subsequently immediately disagree with it the same person we could be inconsistent with different people. Generally speaking, we don't struggle without so much as humans. Being hypocrites comes not to a naturally to us, but being hypocritical within the same conversation with the same person makes is very uncomfortable. So a great example of how the yes that it works in practice is a seduced where people rest . Originally, it's a very large please drive carefully sign on their front gardens. Most people said no, they don't want a giant sight, something that different, Lord, Why? Why would they want that? And over 80 people said no. They went back to a different group of people on what they did, was originally approached and said, Can you place this small three sticker on your on your front lawn? Just just a small car that says, Please be a safe driver. Notable. So, yes, it's a very small thing to ask for on its very easy to say yes to. And this is the key. You have to start with something that is easy to say yes to so well said that that came back a week later and then asked the same original question again. When you put this large sign, over 70% of people said yes at this point, which is a fantastic conversion rates complete polar reversal of what happened the first time around. So how do we apply this to interview? We have to do is keep interview. It's saying yes to you agreeing to things that you're asking full or that your status fact get to agree. And you could do this by stating things which is so obvious that people must agree with them. You eat things like so I would agree that the person that takes this job is gonna have to, you know, B wins couple Bill. No, put it put in 100 10% work, you know, beyond the remix of their job description. Sometimes friends go to say yes to that are very much Yes, Some something that would be great. Her person like that on bold. Okay, great. You've got a yes, that they build up bigger and bigger yeses. And then you can start putting in things which, you know, more contentious or where you actually asking for something that is a little bit beyond what you would normally be asking for in this situation, for example, you're lacking something from the jobs figure. Would you consider put? Some are training calls for that that after you've just a small question about training development. So let's play out that example. Eso I initially start by asking. So would you agree, then, that training and development is gonna be very important? Someone going into this engineering role ago? Yes, it's very important. All of our engineers have a long going commitment to their professional development. That's fantastic Off. See, I don't currently have a hate fact qualification. Would you be prepared to fool the iPhones to join you ago? Yes. That's something we have to consider that you have to stay consistent with steps they've just taken to avoid looking foolish. Now the grateful the yes, lotteries are actually We are very inclined his people to say yes. Just because we've said yes already. Doesn't really matter what, but yes, it's too. So you can really explain this by asking for very minor things. Would it be all right if I got a glass of water, please? May I use your bathroom? Just getting some other start saying yes to you and agreeing to really mind things. Have you read my? I see we read through my CV then. Yes, Yes. Doesn't really matter how how big the S is or what It's due to start without start small. They're easier to get. Build those yeses up until you're far enough up the yes ladder that you can get people to agree to virtually anything.