My friend Suzy was looking for a new job, and she quickly became frustrated after numerous interviews receiving no offers. In the process of finding a new job, how can we differentiate ourselves from other candidates?

During interviews, we often do our best to illustrate on our preeminent qualities. We ramble with stories of our successes in our previous positions, and we sometimes lose focus on the original question at hand.

We are absorbed in our own story.

As the interviewer, I have experienced these types of situations. I confess that I have lost my concentration multiple times after hearing these 10-minute stories.

After talking with Suzy, I had an epiphany! We spent the next several hours re-reading the Dale Carnegie best seller, How to Win Friends and Influence People. Although there were many outstanding stories, there were four principles we decided were most important when going into an interview. Suzy and I then practiced how we can differentiate ourselves in an upcoming interview.

  • Principle 5, Smile: Not a small, weak, and nervous smile. Have a confident and happy smile that shows how excited you are to be there. This will allow your future employer to know you are not nervous, you are confident!
  • Principle 6, A person’s name is to that person the sweetest and most important sound in any language: The importance of calling the interviewer by name should not be underestimated. Who doesn’t like to hear their own name? It makes them feel important.
  • Principle 4, Be genuinely interested in other people: This is the most important step in your interview. By taking control of the conversation and asking about the problems they have had in the past shows how dedicated you are to their organization.
  • Principle 8, Talk in terms of the other person’s interests: The last principle for your interview is to recant how you will solve those problems if you worked there. It shows confidence you can be the perfect fit for the position.

Does this approach work? After the next interview, Suzy had a job offer by the time she got home. What is the moral of the story? By attempting to sell herself to potential employers, Suzy could not get her feet off the ground. However, when she illustrated the benefits to the employer if she was hired, she got the job. When attempting to sell yourself or a product, always begin with the other person’s needs before yours. You will more often than not make the sale, even if that sale is you.

How can you put these principles into action and get hired at your dream job? Download Dale Carnegie’s Golden Book for access to all of the Human Relations principles!

Posted by Mary Kuniski

Mary Kuniski is an accomplished Senior Executive with more than 35 years of success across the retail, finance, non-profit, and manufacturing industries. She has leveraged her extensive experience in change management, executive coaching, and project management to develop capable and productive leaders. She is a valuable asset for organizations in the process of training employees on operational improvements and leadership skills. Her broad areas of expertise include vendor management, project management, change management, event planning, financial analysis, relationship building, problem-solving and Oracle ERP solution implementations. Mary’s professional​ career has been defined by her ability to obtain increasing positions of seniority and deliver results to diverse clients and companies. She has held leadership positions for organizations including Michaels, Overhead Door Corporation, and Parkinson Voice Project. She currently works as an Independent Consultant and Executive Coach for Golden Professional Coaching, LLC, where she dedicates herself to coaching high-potential executives, executives in transition, and mid-level executives seeking to improve their skills. She also works with small to medium size companies to develop long-term business plans and identify and overcome complex challenges. During her tenure with Michaels, she drove the company’s expansion into Quebec and led the conversion of over 60,000 packages to appear in three languages while successfully adhering to French-language laws. Mary received her Bachelor of Science in Human Development from Pennsylvania State University and her Master of Business Administration in Global Management from the University of Phoenix. She received her Certification in Training from Dale Carnegie Training and became a Certified Executive Coach through Marshall Goldsmith. She is affiliated with the National Association of Female Executives and the Network of Executive Women. While working for Michaels, Mary initiated a Woman in Leadership group that grew to over 200 members and maintained a 30% promotion rate for regular attendees.

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