Page 28 - 301 Best Questions to Ask on Your Interview, Second Edition

W H Y YOU H AV E TO QU E ST ION

Does it seem counterintuitive to ask the interviewer to articulate
his or her concerns? Many candidates think so. But they are being
shortsighted. Once objections are stated, the candidate can some-
times address them in a way that is satisfactory to the interviewer.
Unstated objections will doom the candidate every time. See Chap-
ter 11 for more examples of “asking for the objection” questions.

Ask for the Expectations

Whether you are starting your career, applying for a midlevel mana-
gerial position, or being considered for a chief executive post, the
challenges are the same. You need to persuade the hiring author-
ity that you have the skills and willingness to meet the very specific
responsibilities that the hiring authority expects you to meet. Execu-
tive recruiter Andrew Reese suggests questions such as:

How will you judge my success?

What will have happened a year from now that will tell you that I have
met your expectations?

These questions meet two strategic objectives of equal use to people
looking for an entry-level job or a CEO, according to Reese. First, it’s
just common sense to understand the specific expectations of your
boss. Second, the answers to these questions allow you to focus your
comments on what really matters to the company. “Ninety percent
of what candidates say about themselves is irrelevant for any par-
ticular job,” he says. “So figure out what the company really wants
to discuss. You only have an hour or two, so don’t waste them. The
only way to understand what the issues are is to ask.”

For example, a question in this line is:

As your direct report in this position, what are the top three priorities
you would first like to see accomplished?

This question effectively determines the hot buttons of the hiring
manager, demonstrates the candidate’s understanding that every
hiring manager has priorities, and underscores the candidate’s com-
mitment to action by the final word in the question. Remember, the
word accomplished is dear to the heart of every hiring manager.

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