Why should I hire you?

TRAPS:  Believe it or not, this is a killer question because so many candidates are unprepared for it.  If you stammer or adlib you’ve blown it.

BEST ANSWER:  By now you can see how critical it is to apply the overall strategy of uncovering the employer’s needs before you answer questions.  If you know the employer’s greatest needs and desires, this question will give you a big leg up over other candidates because you will give him better reasons for hiring you than anyone else is likely to…reasons tied directly to his needs.
Whether your interviewer asks you this question explicitly or not, this is the most important question of your interview because he must answer this question favorably in is own mind before you will be hired.  So help him out!  Walk through each of the position’s requirements as you understand them,

Aren’t you overqualified for this position?

TRAPS:  The employer may be concerned that you’ll grow dissatisfied and leave.

BEST ANSWER:  As with any objection, don’t view this as a sign of imminent defeat.  It’s an invitation to teach the interviewer a new way to think about this situation, seeing advantages instead of drawbacks.
Example:  “I recognize the job market for what it is – a marketplace.  Like any marketplace, it’s subject to the laws of supply and demand.  So ‘overqualified’ can be a relative term, depending on how tight the job market is.  And right now, it’s very tight.  I understand and accept that.”
“I also believe that there could be very positive benefits for both of us in this match.”
“Because of my unusually strong experience in ________________ , I could start to contribute right

Where do you see yourself five years from now?

TRAPS:  One reason interviewers ask this question is to see if you’re settling for this position, using it merely as a stopover until something better comes along.  Or they could be trying to gauge your level of ambition.
If you’re too specific, i.e., naming the promotions you someday hope to win, you’ll sound presumptuous.  If you’re too vague, you’ll seem rudderless.

BEST ANSWER:   Reassure your interviewer that you’re looking to make a long-term commitment…that this position entails exactly what you’re looking to do and what you do extremely well.  As for your future, you believe that if you perform each job at hand with excellence, future opportunities will take

Describe your ideal company, location and job.

TRAPS:  This is often asked by an experienced interviewer who thinks you may be overqualified, but knows better than to show his hand by posing his objection directly.  So he’ll use this question instead, which often gets a candidate to reveal that, indeed, he or she is looking for something other than the position at hand.

BEST ANSWER:  The only right answer is to describe what this company is offering, being sure to make your answer believable with specific reasons, stated with sincerity, why each quality represented by this opportunity is attractive to you.

Remember that if you’re coming from a company that’s the leader in its field or from a glamorous or much admired company, industry, city or position, your interviewer and his company may well have an “Avis” complex.  That is, they may feel a bit defensive about being “second best” to the place

Why do you want to work at our company?

TRAPS:  This question tests whether you’ve done any homework about the firm.  If you haven’t, you lose.  If you have, you win big.

BEST ANSWER:   This question is your opportunity to hit the ball out of the park, thanks to the in-depth research you should do before any interview.

Best sources for researching your target company:  annual reports, the corporate newsletter, contacts you know at the company or its suppliers, advertisements, articles about the company in the trade press.

What are your career options right now?

TRAPS:  The interviewer is trying to find out, “How desperate are you?”

BEST ANSWER:  Prepare for this question by thinking of how you can position yourself as a desired commodity.  If you are still working, describe the possibilities at your present firm and why, though you’re greatly appreciated there, you’re looking for something more (challenge, money, responsibility, etc.).  Also mention that you’re seriously exploring opportunities with one or two other firms.

If you’re not working, you can talk about other employment possibilities you’re actually exploring.  But do this with a light touch, speaking only in general terms.  You don’t want to seem manipulative or coy.

Why have you been out of work so long?

TRAPS:  A tough question if you’ve been on the beach a long time.  You don’t want to seem like damaged goods.

BEST ANSWER:  You want to emphasize factors which have prolonged your job search by your own choice.
Example: “After my job was terminated, I made a conscious decision not to jump on the first opportunities to come along.  In my life, I’ve found out that you can always turn a negative into a positive IF you try hard enough. This is what I determined to do.  I decided to take whatever time I needed to think through what I do best, what I most want to do, where I’d like to do it…and then

Tell me honestly about the strong points and weak points of your boss (company, management team, etc.)…

TRAPS:  Skillfull interviewers sometimes make it almost irresistible to open up and air a little dirty laundry from your previous position.  DON’T

BEST ANSWER:  Remember the rule:  Never be negative.  Stress only the good points, no matter how charmingly you’re invited to be critical.

Your interviewer doesn’t care a whit about your previous boss.  He wants to find out how loyal and positive you are, and whether you’ll criticize him behind his back if pressed to do so by someone in this own company.  This question is your opportunity to demonstrate your loyalty to those you work with.

What good books have you read lately?

TRAPS:  As in all matters of your interview, never fake familiarity you don’t have.  Yet you don’t want to seem like a dullard who hasn’t read a book since Tom Sawyer.

BEST ANSWER:  Unless you’re up for a position in academia or as book critic for The New York Times, you’re not expected to be a literary lion.  But it wouldn’t hurt to have read a handful of the most recent and influential books in your profession and on management.

Consider it part of the work of your job search to read up on a few of these leading books.  But make sure they are quality books that reflect favorably upon you, nothing that could even remotely be

Tell me about a situation when your work was criticized.

TRAPS:  This is a tough question because it’s a more clever and subtle way to get you to admit to a weakness.  You can’t dodge it by pretending you’ve never been criticized.  Everybody has been.  Yet it can be quite damaging to start admitting potential faults and failures that you’d just as soon leave buried.
This question is also intended to probe how well you accept criticism and direction.

BEST ANSWERS:  Begin by emphasizing the extremely positive feedback you’ve gotten throughout your career and (if it’s true) that your performance reviews have been uniformly excellent.
Of course, no one is perfect and you always welcome suggestions on how to improve your performance.  Then, give an example of a not-too-damaging learning experience from early in your

What are your outside interests?

TRAPS:  You want to be a well-rounded, not a drone.  But your potential employer would be even more turned off if he suspects that your heavy extracurricular load will interfere with your commitment to your work duties.

BEST ANSWERS:  Try to gauge how this company’s culture would look upon your favorite outside activities and be guided accordingly.
You can also use this question to shatter any stereotypes that could limit your chances.  If you’re over 50, for example, describe your activities that demonstrate physical stamina.  If you’re young, mention an activity that connotes wisdom and institutional trust, such as serving on the board of a popular

The “Fatal Flaw” question

TRAPS:  If an interviewer has read your resume carefully, he may try to zero in on a “fatal flaw” of your candidacy, perhaps that you don’t have a college degree…you’ve been out of the job market for some time…you never earned your CPA, etc.
A fatal flaw question can be deadly, but usually only if you respond by being overly defensive.

BEST ANSWERS:  As every master salesperson knows, you will encounter objections (whether stated or merely thought) in every sale.  They’re part and parcel of the buyer’s anxiety.  The key is not to exacerbate the buyer’s anxiety but diminish it.  Here’s how…
Whenever you come up against a fatal flaw question:

1.            Be completely honest, open and straightforward about admitting the shortcoming. 

How do you feel about reporting to a younger person (minority, woman, etc)?

TRAPS:  It’s a shame that some interviewers feel the need to ask this question, but many understand the reality that prejudices still exist among some job candidates, and it’s better to try to flush them out beforehand.
The trap here is that in today’s politically sensitized environment, even a well-intentioned answer can result in planting your foot neatly in your mouth.  Avoid anything which smacks of a patronizing or an insensitive attitude, such as “I think they make terrific bosses” or “Hey, some of my best friends are…”
Of course, since almost anyone with an IQ above room temperature will at least try to steadfastly affirm the right answer here, your interviewer will be judging your sincerity most of all.  “Do you really feel that way?” is what he or she will be wondering.
So you must make your answer believable and not just automatic.  If the firm is wise enough to have

On confidential matters…

TRAPS:  When an interviewer presses you to reveal confidential information about a present or former employer, you may feel it’s a no-win situation.  If you cooperate, you could be judged untrustworthy.  If you don’t, you may irritate the interviewer and seem obstinate, uncooperative or overly suspicious.

BEST ANSWER:  Your interviewer may press you for this information for two reasons.
First, many companies use interviews to research the competition.  It’s a perfect set-up.  Here in their own lair, is an insider from the enemy camp who can reveal prized information on the competition’s plans, research, financial condition, etc.
Second, the company may be testing your integrity to see if you can be cajoled or bullied into revealing confidential data.
What to do?  The answer here is easy.  Never reveal anything truly confidential about a present or

Would you lie for the company?

TRAPS:  This another question that pits two values against one another, in this case loyalty against integrity.

BEST ANSWER:  Try to avoid choosing between two values, giving a positive statement which covers all bases instead.
Example:  “I would never do anything to hurt the company..”

If aggressively pressed to choose between two competing values, always choose personal integrity.  It is the most prized of all values.

Looking back, what would you do differently in your life?

TRAPS:  This question is usually asked to uncover any life-influencing mistakes, regrets, disappointments or problems that may continue to affect your personality and performance.
You do not want to give the interviewer anything negative to remember you by, such as some great personal or career disappointment, even long ago, that you wish could have been avoided.
Nor do you wish to give any answer which may hint that your whole heart and soul will not be in your work.

BEST ANSWER:  Indicate that you are a happy, fulfilled, optimistic person and that, in general, you wouldn’t change a thing.

Example:  “It’s been a good life, rich in learning and experience, and the best it yet to come.  Every

Could you have done better in your last job?

TRAPS:  This is no time for true confessions of major or even minor problems.

BEST ANSWER:  Again never be negative.
Example:  “I suppose with the benefit of hindsight you can always find things to do better, of course, but off the top of my head, I can’t think of anything of major consequence.”
(If more explanation seems necessary)
Describer a situation that didn’t suffer because of you but from external conditions beyond your control.

For example, describe the disappointment you felt with a test campaign, new product launch, merger, etc., which looked promising at first, but led to underwhelming results.  “I wish we could have

Can you work under pressure?

TRAPS:  An easy question, but you want to make your answer believable.


BEST ANSWER:  Absolutely…(then prove it with a vivid example or two of a goal or project accomplished under severe pressure.)

What makes you angry?

TRAPS:  You don’t want to come across either as a hothead or a wimp.

BEST ANSWER:    Give an answer that’s suited to both your personality and the management style of the firm.  Here, the homework you’ve done about the company and its style can help in your choice of words.
Examples:  If you are a reserved person and/or the corporate culture is coolly professional:
“I’m an even-tempered and positive person by nature, and I believe this helps me a great deal in keeping my department running smoothly, harmoniously and with a genuine esprit de corps.  I believe in communicating clearly what’s expected, getting people’s commitment to those goals, and then

Why aren’t you earning more money at this stage of your career?

TRAPS:  You don’t want to give the impression that money is not important to you, yet you want to explain why your salary may be a little below industry standards.

BEST ANSWER:  You like to make money, but other factors are even more important.
Example:  “Making money is very important to me, and one reason I’m here is because I’m looking to make more.  Throughout my career, what’s been even more important to me is doing work I really like to do at the kind of company I like and respect.

(Then be prepared to be specific about what your ideal position and company would be like, matching them as closely as possible to the opportunity at hand.

Who has inspired you in your life and why?

TRAPS:  The two traps here are unpreparedness and irrelevance.  If you grope for an answer, it seems you’ve never been inspired.  If you ramble about your high school basketball coach, you’ve wasted an opportunity to present qualities of great value to the company.

BEST ANSWER:  Have a few heroes in mind, from your mental “Board of Directors” – Leaders in your industry, from history or anyone else who has been your mentor.

Be prepared to give examples of how their words, actions or teachings have helped inspire your achievements.  As always, prepare an answer which highlights qualities that would be highly valuable in the position you are seeking.

What was the toughest decision you ever had to make?

TRAPS:  Giving an unprepared or irrelevant answer.

BEST ANSWER:  Be prepared with a good example, explaining why the decision was difficult…the process you followed in reaching it…the courageous or effective way you carried it out…and the beneficial results.

Tell me about the most boring job you’ve ever had.

TRAPS:  You give a very memorable description of a very boring job.  Result?  You become associated with this boring job in the interviewer’s mind.

BEST ANSWER:  You have never allowed yourself to grow bored with a job and you can’t understand it when others let themselves fall into that rut.

Example:  “Perhaps I’ve been fortunate, but that I’ve never found myself bored with any job I have ever held.  I’ve always enjoyed hard work.  As with actors who feel there are no small parts, I also believe that in every company or department there are exciting challenges and intriguing problems

Have you been absent from work more than a few days in any previous position?

TRAPS:  If you’ve had a problem, you can’t lie.  You could easily be found out.  Yet admitting an attendance problem could raise many flags.

BEST ANSWER:  If you have had no problem, emphasize your excellent and consistent attendance record throughout your career.
Also describe how important you believe such consistent attendance is for a key executive…why it’s up to you to set an example of dedication…and why there’s just no substitute for being there with your people to keep the operation running smoothly, answer questions and handle problems and crises as they arise.

What changes would you make if you came on board?

TRAPS:  Watch out!  This question can derail your candidacy faster than a bomb on the tracks – and just as you are about to be hired.

Reason:  No matter how bright you are, you cannot know the right actions to take in a position before you settle in and get to know the operation’s strengths, weaknesses key people, financial condition, methods of operation, etc.  If you lunge at this temptingly baited question, you will probably be seen as someone who shoots from the hip.
Moreover, no matter how comfortable you may feel with your interviewer, you are still an outsider.  No one, including your interviewer, likes to think that a know-it-all outsider is going to come in, turn the

I’m concerned that you don’t have as much experience as we’d like in…

TRAPS:  This could be a make-or-break question.  The interviewer mostly likes what he sees, but has doubts over one key area.  If you can assure him on this point, the job may be yours.

BEST ANSWER:   This question is related to “The Fatal Flaw” (Question 18), but here the concern is not that you are totally missing some qualifications, such as CPA certification, but rather that your experience is light in one area.

Before going into any interview, try to identify the weakest aspects of your candidacy from this company’s point of view.  Then prepare the best answer you possible can to shore up your defenses.
To get past this question with flying colors, you are going to rely on your master strategy of

How do you feel about working nights and weekends?

TRAPS:  Blurt out “no way, Jose” and you can kiss the job offer goodbye.  But what if you have a family and want to work a reasonably normal schedule?  Is there a way to get both the job and the schedule you want?

BEST ANSWER:  First, if you’re a confirmed workaholic, this question is a softball lob.  Whack it out of the park on the first swing by saying this kind of schedule is just your style.  Add that your family understands it.  Indeed, they’re happy for you, as they know you get your greatest satisfaction from your work.

If however, you prefer a more balanced lifestyle, answer this question with another:  “What’s the norm for your best people here?”
If the hours still sound unrealistic for you, ask, “Do you have any top people who perform

Are you willing to relocate or travel?

TRAPS:  Answer with a flat “no” and you may slam the door shut on this opportunity.  But what if you’d really prefer not to relocate or travel, yet wouldn’t want to lose the job offer over it?

BEST ANSWER:   First find out where you may have to relocate and how much travel may be involved.  Then respond to the question.

If there’s no problem, say so enthusiastically.
If you do have a reservation, there are two schools of thought on how to handle it.
One advises you to keep your options open and your reservations to yourself in the early going, by saying, “no problem”.  You strategy here is to get the best offer you can, then make a judgment

Do you have the stomach to fire people? Have you had experience firing many people?

TRAPS:  This “innocent” question could be a trap door which sends you down a chute and lands you in a heap of dust outside the front door.  Why?  Because its real intent is not just to see if you’ve got the stomach to fire, but also to uncover poor judgment in hiring which has caused you to fire so many.  Also, if you fire so often, you could be a tyrant.
So don’t rise to the bait by boasting how many you’ve fired, unless you’ve prepared to explain why it was beyond your control, and not the result of your poor hiring procedures or foul temperament.

BEST ANSWER:    Describe the rational and sensible management process you follow in both hiring and firing.
Example:  “My whole management approach is to hire the best people I can find, train them

Why have you had so many jobs?

TRAPS:  Your interviewer fears you may leave this position quickly, as you have others.  He’s concerned you may be unstable, or a “problem person” who can’t get along with others.

BEST ANSWER:  First, before you even get to the interview stage, you should try to minimize your image as job hopper.  If there are several entries on your resume of less than one year, consider eliminating the less important ones.  Perhaps you can specify the time you spent at previous positions in rounded years not in months and years.  

Example:   Instead of showing three positions this way:
6/1982 – 3/1983, Position A;
4/1983 – 12/1983, Position B;
1/1984 – 8/1987, Position C;
…it would be better to show simply:

What do you see as the proper role/mission of… …a good (job title you’re seeking); …a good manager; …an executive in serving the community; …a leading company in our industry; etc.

TRAPS:  These and other “proper role” questions are designed to test your understanding of your place in the bigger picture of your department, company, community and profession….as well as the proper role each of these entities should play in its bigger picture.

The question is most frequently asked by the most thoughtful individuals and companies…or by those concerned that you’re coming from a place with a radically different corporate culture (such as from a big government bureaucracy to an aggressive small company).
The most frequent mistake executives make in answering is simply not being prepared (seeming as

What would you say to your boss if he’s crazy about an idea, but you think it stinks?

TRAPS:  This is another question that pits two values, in this case loyalty and honesty, against one another.

BEST ANSWER:    Remember the rule stated earlier:  In any conflict between values, always choose integrity.
Example:  I believe that when evaluating anything, it’s important to emphasize the positive.  What do I like about this idea?”
“Then, if you have reservations, I certainly want to point them out, as specifically, objectively and factually as I can.”
“After all, the most important thing I owe my boss is honesty.  If he can’t count on me for that, then everything else I may do or say could be questionable in his eyes.”

How could you have improved your career progress?

TRAPS:  This is another variation on the question, “If you could, how would you live your life over?”  Remember, you’re not going to fall for any such invitations to rewrite person history. You can’t win if you do.

BEST ANSWER:  You’re generally quite happy with your career progress.  Maybe, if you had known something earlier in life (impossible to know at the time, such as the booming growth in a branch in your industry…or the corporate downsizing that would phase out your last job), you might have moved in a certain direction sooner.

But all things considered, you take responsibility for where you are, how you’ve gotten there, where you are going…and you harbor no regrets.

What would you do if a fellow executive on your own corporate level wasn’t pulling his/her weight…and this was hurting your department?

TRAPS:  This question and other hypothetical ones test your sense of human relations and how you might handle office politics.

BEST ANSWER:  Try to gauge the political style of the firm and be guided accordingly.  In general, fall back on universal principles of effective human relations – which in the end, embody the way you would like to be treated in a similar circumstance.

Example:  “Good human relations would call for me to go directly to the person and explain the situation, to try to enlist his help in a constructive, positive solution.  If I sensed resistance, I would be as persuasive as I know how to explain the benefits we can all gain from working together, and the

You’ve been with your firm a long time. Won’t it be hard switching to a new company?

TRAPS:  Your interviewer is worried that this old dog will find it hard to learn new tricks.

BEST ANSWER:  To overcome this objection, you must point to the many ways you have grown and adapted to changing conditions at your present firm.  It has not been a static situation. Highlight the different responsibilities you’ve held, the wide array of new situations you’ve faced and conquered.
As a result, you’ve learned to adapt quickly to whatever is thrown at you, and you thrive on the stimulation of new challenges.

To further assure the interviewer, describe the similarities between the new position and your prior

May I contact your present employer for a reference?

TRAPS:  If you’re trying to keep your job search private, this is the last thing you want.  But if you don’t cooperate, won’t you seem as if you’re trying to hide something?

BEST ANSWER:  Express your concern that you’d like to keep your job search private, but that in time, it will be perfectly okay.

Example:  “My present employer is not aware of my job search and, for obvious reasons; I’d prefer to keep it that way.  I’d be most appreciative if we kept our discussion confidential right now.  Of course, when we both agree the time is right, then by all means you should contact them.  I’m very proud of

Give me an example of your creativity (analytical skill…managing ability, etc.)

TRAPS:  The worst offense here is simply being unprepared.  Your hesitation may seem as if you’re having a hard time remembering the last time you were creative, analytical, etc.

BEST ANSWER:  Remember from Question 2 that you should commit to memory a list of your greatest and most recent achievements, ever ready on the tip of your tongue.

If you have such a list, it’s easy to present any of your achievements in light of the quality the interviewer is asking about.  For example, the smashing success you orchestrated at last year’s

Where could you use some improvement?

TRAPS:  Another tricky way to get you to admit weaknesses.  Don’t fall for it.


BEST ANSWER:  Keep this answer, like all your answers, positive.  A good way to answer this question is to identify a cutting-edge branch of your profession (one that’s not essential to your employer’s needs) as an area you’re very excited about and want to explore more fully over the next six months.

What do you worry about?

TRAPS:  Admit to worrying and you could sound like a loser.  Saying you never worry doesn’t sound credible.

BEST ANSWER:  Redefine the word ‘worry’ so that it does not reflect negatively on you.

Example:  “I wouldn’t call it worry, but I am a strongly goal-oriented person.  So I keep turning over in my mind anything that seems to be keeping me from achieving those goals, until I find a solution.  That’s part of my tenacity, I suppose.”

many hours a week do you normally work?

TRAPS:  You don’t want to give a specific number.  Make it to low, and you may not measure up.  Too high, and you’ll forever feel guilty about sneaking out the door at 5:15.

BEST ANSWER:  If you are in fact a workaholic and you sense this company would like that:  Say you are a confirmed workaholic, that you often work nights and weekends.  Your family accepts this because it makes you fulfilled.

If you are not a workaholic:  Say you have always worked hard and put in long hours.  It goes with the territory.  It one sense, it’s hard to keep track of the hours because your work is a labor of love, you enjoy nothing more than solving problems.  So you’re almost always thinking about your work,

What’s the most difficult part of being a (job title)?

TRAPS:  Unless you phrase your answer properly, your interviewer may conclude that whatever you identify as “difficult” is where you are weak.

BEST ANSWER:  First, redefine “difficult” to be “challenging” which is more positive.  Then, identify an area everyone in your profession considers challenging and in which you excel.  Describe the process you follow that enables you to get splendid results…and be specific about those results.
Example:  “I think every sales manager finds it challenging to motivate the troops in a recession. But that’s probably the strongest test of a top sales manager.  I feel this is one area where I excel.” 

The “Hypothetical Problem”

TRAPS:  Sometimes an interviewer will describe a difficult situation and ask, “How would you handle this?”  Since it is virtually impossible to have all the facts in front of you from such a short presentation, don’t fall into the trap of trying to solve this problem and giving your verdict on the spot. It will make your decision-making process seem woefully inadequate.

BEST ANSWER:  Instead, describe the rational, methodical process you would follow in analyzing this problem, who you would consult with, generating possible solutions, choosing the best course of action, and monitoring the results.

What was the toughest challenge you’ve ever faced?

TRAPS:  Being unprepared or citing an example from so early in your life that it doesn’t score many points for you at this stage of your career.

BEST ANSWER:  This is an easy question if you’re prepared. Have a recent example ready that demonstrates either:

1.    A quality most important to the job at hand; or

2.    A quality that is always in demand, such as leadership, initiative, managerial skill, persuasiveness, courage, persistence, intelligence, etc.

Have you consider starting your own business?

TRAPS:  If you say “yes” and elaborate enthusiastically, you could be perceived as a loose cannon in a larger company, too entrepreneurial to make a good team player…or someone who had to settle for the corporate life because you couldn’t make a go of your own business.
Also too much enthusiasm in answering “yes” could rouse the paranoia of a small company indicating that you may plan to go out on your own soon, perhaps taking some key accounts or trade secrets with you.
On the other hand, if you answer “no, never” you could be perceived as a security-minded drone who never dreamed a big dream.

BEST ANSWER:  Again it’s best to:

1.    Gauge this company’s corporate culture before answering and…

What are your goals?

TRAPS:  Not having any…or having only vague generalities, not highly specific goals.

BEST ANSWER:  Many executives in a position to hire you are strong believers in goal-setting. (It’s one of the reason they’ve achieved so much).  They like to hire in kind.

If you’re vague about your career and personal goals, it could be a big turnoff to may people you will encounter in your job search.
Be ready to discuss your goals for each major area of your life:  career, personal development and learning, family, physical (health), community service and (if your interviewer is clearly a religious

What do you for when you hire people?

TRAPS:  Being unprepared for the question.

BEST ANSWER:  Speak your own thoughts here, but for the best answer weave them around the three most important qualifications for any position.

1.    Can the person do the work (qualifications)?

2.    Will the person do the work (motivation)?

3.    Will the person fit in (“our kind of team player”)?

Sell me this stapler…(this pencil…this clock…or some other object on interviewer’s desk).

TRAPS:  Some interviewers, especially business owners and hard-changing executives in marketing-driven companies, feel that good salesmanship is essential for any key position and ask for an instant demonstration of your skill.  Be ready.

BEST ANSWER:  Of course, you already know the most important secret of all great salesmanship – “find out what people want, then show them how to get it.”
If your interviewer picks up his stapler and asks, “sell this to me,” you are going to demonstrate this proven master principle.  Here’s how: 
“Well, a good salesman must know both his product and his prospect before he sells anything.  If I were selling this, I’d first get to know everything I could about it, all its features and benefits.”

“The Salary Question” – How much money do you want?

TRAPS:  May also be phrases as, “What salary are you worth?”…or, “How much are you making now?”  This is your most important negotiation. Handle it wrong and you can blow the job offer or go to work at far less than you might have gotten.

BEST ANSWER:  For maximum salary negotiating power, remember these five guidelines:

1.    Never bring up salary.  Let the interviewer do it first.  Good salespeople sell their products thoroughly before talking price.  So should you.  Make the interviewer want you first, and your bargaining position will be much stronger.

2.    If your interviewer raises the salary question too early, before you’ve had a chance to create

The Illegal Question

TRAPS:  Illegal questions include any regarding your age…number and ages of your children or other dependents…marital status…maiden name…religion…political affiliation…ancestry…national origin…birthplace…naturalization of your parents, spouse or children…diseases…disabilities…clubs…or spouse’s occupation…unless any of the above are directly related to your performance of the job.  You can’t even be asked about arrests, though you can be asked about convictions.

BEST ANSWER:  Under the ever-present threat of lawsuits, most interviewers are well aware of these taboos.  Yet you may encounter, usually on a second or third interview, a senior executive who doesn’t interview much and forgets he can’t ask such questions.

The “Secret” Illegal Question

TRAPS:  Much more frequent than the Illegal question (see Question 55) is the secret illegal question.  It’s secret because it’s asked only in the interviewer’s mind.  Since it’s not even expressed to you, you have no way to respond to it, and it can there be most damaging.
Example:  You’re physically challenged, or a single mother returning to your professional career, or over 50, or a member of an ethnic minority, or fit any of a dozen other categories that do not strictly conform to the majority in a given company.
Your interviewer wonders, “Is this person really able to handle the job?”…”Is he or she a ‘good fit’ at a place like ours?”…”Will the chemistry ever be right with someone like this?”  But the interviewer never raises such questions because they’re illegal.  So what can you do?


BEST ANSWER:  Remember that just because the interviewer doesn’t ask an illegal question

What was the toughest part of your last job?

TRAPS: This is slightly different from the question raised earlier, “What’s the most difficult part of being a (job title…)” because this asks what you personally have found most difficult in your last position.  This question is more difficult to redefine into something positive.  Your interviewer will assume that whatever you found toughest may give you a problem in your new position.


BEST ANSWER:  State that there was nothing in your prior position that you found overly difficult, and let your answer go at that.  If pressed to expand your answer, you could describe the aspects of the position you enjoyed more than others, making sure that you express maximum enjoyment for those tasks most important to the open position, and you enjoyed least those tasks that are unimportant to the position at hand.

How do you define success…and how do you measure up to your own definition?

TRAPS:  Seems like an obvious enough question.  Yet many executives, unprepared for it, fumble the ball.

BEST ANSWER:  Give a well-accepted definition of success that leads right into your own stellar collection of achievements.
Example:  “The best definition I’ve come across is that success is the progressive realization of a worthy goal.”

“As to how I would measure up to that definition, I would consider myself both successful and fortunate…”(Then summarize your career goals and how your achievements have indeed represented a progressive path toward realization of your goals.)

“The Opinion Question” – What do you think about …Abortion…The President…The Death Penalty…(or any other controversial subject)?

TRAPS:  Obviously, these and other “opinion” questions should never be asked.  Sometimes they come up over a combination dinner/interview when the interviewer has had a drink or two, is feeling relaxed, and is spouting off about something that bugged him in today’s news.  If you give your opinion and it’s the opposite of his, you won’t change his opinions, but you could easily lose the job offer.

BEST ANSWER:  In all of these instances, just remember the tale about student and the wise old rabbi.  The scene is a seminary, where an overly serious student is pressing the rabbi to answer the ultimate questions of suffering, life and death.  But no matter how hard he presses, the wise old rabbi will only answer each difficult question with a question of his own.

If you won $10 million lottery, would you still work?

TRAPS:  Your totally honest response might be, “Hell, no, are you serious?”  That might be so, but any answer which shows you as fleeing work if given the chance could make you seem lazy.  On the other hand, if you answer, “Oh, I’d want to keep doing exactly what I am doing, only doing it for your firm,” you could easily inspire your interviewer to silently mutter to himself, “Yeah, sure.  Gimme a break.”

BEST ANSWER:  This type of question is aimed at getting at your bedrock attitude about work and how you feel about what you do.  Your best answer will focus on your positive feelings.
Example:  “After I floated down from cloud nine, I think I would still hold my basic belief that achievement and purposeful work are essential to a happy, productive life. 

Looking back on your last position, have you done your best work?

TRAPS:  Tricky question.  Answer “absolutely” and it can seem like your best work is behind you.  Answer, “no, my best work is ahead of me,” and it can seem as if you didn’t give it your all.

BEST ANSWER:  To cover both possible paths this question can take, your answer should state that you always try to do your best, and the best of your career is right now.  Like an athlete at the top of his game, you are just hitting your career stride thanks to several factors.  Then, recap those factors, highlighting your strongest qualifications.

Why should I hire you from the outside when I could promote someone from within?

TRAPS:  This question isn’t as aggressive as it sounds.  It represents the interviewer’s own dilemma over this common problem.  He’s probably leaning toward you already and for reassurance, wants to hear what you have to say on the matter.

BEST ANSWER:  Help him see the qualifications that only you can offer.
Example:  “In general, I think it’s a good policy to hire from within – to look outside probably means you’re not completely comfortable choosing someone from inside.

Tell me something negative you’ve heard about our company…

TRAPS:  This is a common fishing expedition to see what the industry grapevine may be saying about the company.  But it’s also a trap because as an outsider, you never want to be the bearer of unflattering news or gossip about the firm.  It can only hurt your chances and sidetrack the interviewer from getting sold on you.

BEST ANSWER:  Just remember the rule – never be negative – and you’ll handle this one just fine.

On a scale of one to ten, rate me as an interviewer.

TRAPS:  Give a perfect “10,” and you’ll seem too easy to please.  Give anything less than a perfect 10, and he could press you as to where you’re being critical, and that road leads downhill for you.

BEST ANSWER:  Once again, never be negative.  The interviewer will only resent criticism coming from you.  This is the time to show your positivism.

However, don’t give a numerical rating. Simply praise whatever interview style he’s been using.

If he’s been tough, say “You have been thorough and tough-minded, the very qualities needed to conduct a good interview.”

The “Silent Treatment”

TRAPS:  Beware – if you are unprepared for this question, you will probably not handle it right and possibly blow the interview.  Thank goodness most interviewers don’t employ it.  It’s normally used by those determined to see how you respond under stress.  Here’s how it works:
You answer an interviewer’s question and then, instead of asking another, he just stares at you in a deafening silence.
You wait, growing a bit uneasy, and there he sits, silent as Mt. Rushmore, as if he doesn’t believe what you’ve just said, or perhaps making you feel that you’ve unwittingly violated some cardinal rule of interview etiquette.

Why are you leaving (or did you leave) this position?

TRAPS:  There are some questions your interviewer has no business asking, and this is one.  But while you may feel like answering, “none of your business,” naturally you can’t.  Some interviewers ask this question on the chance you admit to something, but if not, at least they’ll see how you think on your feet.
Some unprepared candidates, flustered by this question, unburden themselves of guilt from their personal life or career, perhaps expressing regrets regarding a parent, spouse, child, etc.  All such answers can be disastrous.
BEST ANSWER:  As with faults and weaknesses, never confess a regret.  But don’t seem as if you’re stonewalling either.

Tell me about something you did – or failed to do – that you now feel a little ashamed of

TRAPS:  There are some questions your interviewer has no business asking, and this is one.  But while you may feel like answering, “none of your business,” naturally you can’t.  Some interviewers ask this question on the chance you admit to something, but if not, at least they’ll see how you think on your feet.
Some unprepared candidates, flustered by this question, unburden themselves of guilt from their personal life or career, perhaps expressing regrets regarding a parent, spouse, child, etc.  All such answers can be disastrous.

BEST ANSWER:  As with faults and weaknesses, never confess a regret.  But don’t seem as if you’re stonewalling either.

Best strategy:  Say you harbor no regrets, then add a principle or habit you practice regularly for healthy human relations.

What are your greatest weaknesses - HR interview questions

TRAPS:  Beware - this is an eliminator question, designed to shorten the candidate list. Any admission of a weakness or fault will earn you an “A” for honesty, but an “F” for the interview.

PASSABLE ANSWER:  Disguise a strength as a weakness.

Example: “I sometimes push my people too hard.  I like to work with a sense of urgency and everyone is not always on the same wavelength.”
Drawback:  This strategy is better than admitting a flaw, but it's so widely used, it is transparent to any experienced interviewer.

BEST ANSWER:  (and another reason it's so important to get a thorough description of your interviewer's needs before you answer questions): Assure the interviewer that you can think of nothing that would stand in the way of your performing in this position with excellence. Then, quickly review you strongest qualifications.