How to Conduct an Interview: Addressing Employer ObjectionsWhen considering how to conduct an interview, one skill that is rarely developed or used successfully is effectively addressing and resolving employer objections. How to Conduct an Interview Tip #1: Deal Directly and Assertively with Employer Objections Just because an employer asks a particular question doesn’t mean that you’re trapped in it. For instance, an employer may object to something we say in the interview. They may question the value or our education or experience, for example. What’s crucial is that we don’t interpret this objection or confrontation as a rejection or a “good bye” when it may in fact just be an assertive request for more information from us, a clarification or more persuasive evidence that we do indeed have what it takes to do the job well. What we can’t afford to do is sit back and accept the objection – this will certainly result in failure for us. How to Conduct an Interview Tip #1: Act As if You're a Salesperson Those of us who have spent any time in sales understand this. Good salespeople see objections as opportunities rather than failures or final decisions. In sales, an objection from a customer is not an outright rejection, and a “no” is merely a “not now” or “not yet.” Salespeople respond to objections with persuasive facts about the benefits and features of their product or service, and you can do this too about your skills and experience. So try to respond as best you can to objections in the “heat of the moment” during the interview, and then follow up with a more comprehensive response in your thank you letter after you’ve had more time to think it over. Having had a chance to practice your response, you’ll then feel much more prepared for it if it comes up again in future interviews. You may even want to address it pro-actively and directly rather than waiting for it to come up in the interview. Then you don’t have to worry about it anymore. You’re also free to question employers back when confronted with an objection. Gently but firmly put them on the spot instead of allowing them to put you on the spot. For instance, if confronted about your lack of experience you could counter with, “Before answering that question, I would like to know what in particular you are concerned about regarding my ability to fulfill the duties of this position.” Asking people to get more specific about an issue they’re concerned about helps them to become more clear and specific about it. It also helps to determine if there really is an issue there or whether it’s just a vague worry or a way they’re testing you to find out if you really believe in yourself. And it gives you the opportunity to demonstrate your assertiveness and negotiation skills. Follow up this clarification with a declarative statement of confidence that re-affirms your ability and features some additional new evidence of accomplishment from your work history that you have not yet presented in the interview. Another possibility here is that the employer really has brought up a genuine concern that you find hard to effectively respond to or defend. If they do, make a special note of it and take action after the interview to address it immediately. For instance, perhaps you’re applying for an administrative position and the employer states that your skills in Microsoft Word are not advanced enough. In this case, you can take action right away to build these word processing skills, such as by practising on your own or registering for a course, and let the employer know in your thank you letter that you’re making special efforts to address their specific concern. Actions speak volumes, and taking such actions will also help you to avoid developing anxieties, fears or “complexes” about such issues that can hold you back in your job search. How to Conduct an Interview Tip #2: Address Non-Verbal Objections Also Employer objections aren’t always verbal or obvious - they can also come in the form of subtle non-verbal cues. If you notice an interviewer looking uncomfortable or unhappy about something you’ve said, address it with her immediately. You might say something like this, using an assertive “I statement” (a sentence starting with “I” rather than “You”): ”I’m concerned that I may have confused you with my answer to the last question. Is there anything I can clarify before we move forward?” This gives the interviewer the opportunity to clear up the confusion, distraction, misunderstanding or awkwardness through further discussion, and could make the difference between success and failure for you.
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