How to Handle Yourself in a Job Interview

In past columns, we've explored types of job interviews, what kinds of negotiators you're likely to encounter, your negotiating style, and key tactics for handling yourself during the interview process.

As you well know, interviews are a make-or-break part of landing a job.

This week, I'd like to explore with you some of the pitfalls that can happen during the interview process. In my book, "How to Earn What You're Worth," I call this aspect of interview preparation "preempting the pitfalls." I'd like to help you get inside the head of your interviewers and show you, from their perspective, some common situations that can be deal-breakers if not handled properly.

Persistence
Never, ever, stop selling yourself or showing your enthusiasm for the job. Your interviewer needs to feel confident and secure about you and your desire. There is a critical juncture at which candidates sometimes stop selling themselves; they feel they've done all they can to show they're the right person for the job. Allow your potential employer to feel confident that hiring you is the best decision he or she could make.

Full Disclosure
You need to be upfront and honest with your potential employer. If you have information about yourself or your employment history that might impact the hiring decision, make sure he or she has it early on in the process. Fear is the real killer here. Remember, if you bring up a subject, you have the ability to control the message and the unfolding of the events. If you fail to practice full disclosure, your employer is likely to feel betrayed if he or she gets information through a third party , and you lose your ability to manage the situation.

Neediness
Don't walk into an interview looking for validation. Desperation and insecurity are deal-breakers; despite your qualifications, your interviewer is looking for a candidate who is confident, secure and proactive. If you're not sure about your ability, do not -- I repeat, do not -- look for your interviewer to provide reassurance.

Money
It's an inevitable topic, but when to bring up the issue is a delicate dance. Do it too early, and you look greedy and singularly driven.

As a general rule, companies have a pretty limited range for what they're willing to pay for a certain position. Arm yourself in advance by knowing the legitimate salary range for the position you're after. Do this by searching the Internet; Salary.com is a great source, as is asking others in your field.

When you're asked, start high, but within a reasonable range given what you've learned through research. I suggest starting high because you can't go up. Also, remember, compensation is not just limited to cash. If you can't meet eye-to-eye on dollars, know in advance what you'd be willing to accept to make up the difference. More vacation time? Additional benefits? When you do mention a number make sure that it's within 15 percent of what you're willing to live with.

Follow Up
It's your job in the interview to keep things going, and the process doesn't end when the interview is over. This means showing your enthusiasm. Never, ever, leave an interview without asking your potential employer, "How would you like for me to follow up?" Follow through on his or her answer to you, without delay. And after the interview, always send a thank-you note. Handwritten is great, but e-mail has the added benefit of speed and is equally as effective.

Next week, we'll begin the process of evaluating potential job offers.

About Sunny Bates
Executive search, career and networking expert Sunny Bates is the CEO of retained executive search firm Sunny Bates Associates. Sunny is the author of "How to Earn What You're Worth," published by McGraw-Hill in February of 2004.