Interviewing is about selling and in this case, the product you are selling is you.

As with the selling of any new product, you need a plan and a strategy to get people to buy your product. Preparation will make the difference in the success of your sale.

Before the interview — preparation

STEP No.1: Get it together

Taking the time to prepare for the interview is the equivalent of getting ready to give a presentation or a performance. Would you consider standing in front of people to sell them something without doing some prep work first? Of course not. So, why would you wing an interview?

Organize
Prepare a job-hunting method for yourself – a binder, a box, a card file, a database. You need a place to keep information that you can access quickly.

TIP: If you receive a call from a company or a recruiter, ask the caller to hold while you quickly retrieve your information. This will allow you to have all your “cheat sheets” in front of you while you talk.

Tools
• An excellent attention-grabbing resume (essential to getting that interview).
• A template cover letter (instantcoverletters.com).
• A reference list. Ask permission from your references, as well as how they would like to be contacted: e-mail, home phone, business, etc.
• A professional message on an answering machine or service.

Image
• Good grooming is essential. Check for spots, missing buttons, loose threads – you want to look good.
• Have neat hair, nails, shoes. Please, no cologne or after shave (people can be turned off by strong smells – good and bad)
• Look professional. What impression do you want to create? Even if they are casual, you are the one interviewing.

Homework
• Research is essential. The Internet will be your friend a great source of a wealth of information.
• Check out the company, the industry, and the position the future outlook.
• Check out salary norms for your position/skills/background.

STEP No.2. Inventory

The first step toward determining if a job is a good fit is to take stock of what you have to offer and match it against what they’re looking for. The employer is looking for a solution to the problem – work that needs to get done. Do you have what it takes? What sets you apart from the competition?

Assessing your skills
List the skills you have that are appropriate to the position. Not just the required skills, but also the skills that make you unique – your strengths.

These skills fall into three categories:

• Knowledge based skills — learned through past experience and education 
• Transferable Skills — portable skills that you take to any job: communication, problem solving, time management skills, etc.
• Personal Traits — who you are, your personality: friendly, dependable, flexible, detail-oriented, independent.

When you think of yourself as the product, it is imperative that you know what your product has to offer. The more knowledgeable you are about the features of your product, and the more you are able to articulate this information the more effective you will be in yourself as a desirable commodity.

TIP: If you feel reluctant to “brag” about yourself, you can use someone else’s endorsement. “My co-workers call me ‘Ms. Organized’ because I am always planning ahead.” You are saying that you are an organized planner without bragging.

Scripting – The words to use
Writing out scripts before the interview will greatly assist you in being focused. This is especially true for areas where you are uncomfortable or have a problem. Scripting will also help you with those difficult questions that require introspection on your part.

• Tell me about yourself.
• What five adjectives describe your personality?
• What are your goals?

TIP: Scripts are guidelines and should not be memorized. You want to sound smooth and natural — not like a robot. Writing out your answers is a way to check yourself so that you are focused and can confidently answer the questions.

STEP No.3: Practice

Practice will make you feel more prepared, and in turn your confidence will rise significantly. When you practice, listen to yourself on a tape recorder or answering machine. How do you rate your performance?

• Observe your feelings while listening to your answers.
• Do you come across the way you intend?
• If role-playing, how are you being perceived through someone else’s eyes?

Whether you practice with a family member, a friend, or a professional coach, it is important to role-play and receive feedback. This is how you will improve and become more sure of your answers. Using actual interview situations, as practice sessions can be very costly.

TIP: Listen to the feedback given with an open mind — not defensively.

During the Interview — Confidence

STEP No.4. The Sale

It’s not unusual to feel nervous before, and even during, the interview. We fear rejection; we feel we are being judged; we feel inadequate for not knowing the answers. The best way to deal with these feelings is to change your thinking about the process. Begin to think of the interview as a two-way process. You are going in to check them out, and at the same time they are checking you out. Think to yourself: “If it works, great! If not, there will be other opportunities.”

TIP: If you get sticky or sweaty hands when you’re nervous, try applying an antiperspirant gel (deodorant), to your hands. It smells good, and keeps your hands soft, and sweat free.

Learn to accept the fact that being nervous is the way that most people feel when they go into these types of situations. With experience you will find yourself feeling more confident and less nervous.

Nonverbal communication
Even before you say your first word the interviewer is sizing you up: your posture, handshake, and eye contact are being observed. Sit and stand straight, and appear confident — not ramrod straight, but erect and alert. Your handshake should be hearty and firm, but not bone crushing,. Your eye contact should be direct, try to notice the  color of your interviewer’s eyes.

While your interviewer is reading you, practice reading him or her. What personality type is this person? (Quiet and professional; warm and friendly; grumpy and unfriendly?) Adjust your style and conversation in accordance with you interviewer’s personality type.

Regardless of your interviewer’s personality you should bring energy and enthusiasm to the interview.

Listen
If you think interviewing is only about answering questions, you’ve been missing the point. Listening is one of the most underused skills in a job interview.

When you concentrate only on the interviewer’s questions you miss an opportunity to gather valuable information and, to impress the interviewer in a way few people do. When you ask questions about what is said and asked during the interview, you show the interviewer that you have listened to what was said and are interested in more information.

TIP: By turning up your intuitive and listening skills — reading between the lines — you will learn a great deal about the company and the culture, and whether you want to work there.

STEP No.5: The Questions

There is no way to predict the questions that will be asked in an interview. Each interview is unique. Some companies use a...