Notes on interview technique

'Be prepared' may be the motto of Boy Scouts and Girl Guides, but it's advice that all new homes sales people should take to heart, especially on the eve of that all important interview with a new employer.

Most of the awkwardness at an interview stems from the fact that you and your prospective employer are unknown quantities to each other, and your first concern is to get each other's measure.

As an interviewee, you're at a decided advantage, because to you they need not be an unknown quantity. Prior to the interview you will have had the opportunity to research their company - via the internet and the trade press - and, on the occasion, demonstrate an interest in, or at least ask some intelligent questions about their aims and objectives.

They'll be impressed by that, especially if you remember to address them by their correct names and positions in the company, which might seem obvious, but you'd be surprised how many job candidates fall at that first hurdle!

Next, don't forget that first impressions are lasting impressions, and that at an initial meeting people take more account of how you look and act than of anything you actually say. So be punctual, be smart (neither over nor under dressed), and be confident.

As a sales person, you should know that to sell anything you must first first sell yourself, and nowhere is this more important than at the job interview. Three important points: (1) You can't browbeat someone into giving you a job, anymore than you can bully a client into buying a new home. They have an opinion and a choice, so listen to the one and respect the other.

(2) You'll be asked why you want the job, why you're the right person for it, and what you can bring to it. Be sure you've done your homework on this. Nothing is more deadly to your prospects than the embarrassing 'eh, um'. (3) Be positive about your past employers, and if you can?t, be silent. Mud sticks, even if you fling it yourself.

Finally if, at the end of the interview, you're still convinced you'd like the job (you have a choice too), make a point of telling them so, and ask about the next step and when you might expect to hear from them.

All that remains is to wish you luck. Having recommended you, we at Maitland Selwyn will be rooting for you and anxious to hear how it went - so don't forget to keep us informed!

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