Macmillan USA, Inc.
201 West 103rd Street
Indianapolis, IN 46290
A Pearson Education Company
the Perfect
Interview
Second Edition
by Marc Dorio
00 0028638905 fm 3/13/00 8:26 AM Page i
Copyright © 2000 by Marc Dorio
All rights reserved. No part of this book shall be reproduced, stored in a retrieval sys-
tem, or transmitted by any means, electronic, mechanical, photocopying, recording,
or otherwise, without written permission from the publisher. No patent liability is as-
sumed with respect to the use of the information contained herein. Although every
precaution has been taken in the preparation of this book, the publisher and author
assume no responsibility for errors or omissions. Neither is any liability assumed for
damages resulting from the use of information contained herein. For information, ad-
dress Alpha Books, 201 West 103rd Street, Indianapolis, IN 46290.
International Standard Book Number: 0-02-863890-5
Library of Congress Catalog Card Number: 00-100787
020100 87654321
Interpretation of the printing code: the rightmost number of the first series of num-
bers is the year of the book’s printing; the rightmost number of the second series of
numbers is the number of the book’s printing. For example, a printing code of 00-1
shows that the first printing occurred in 2000.
Printed in the United States of America
Note: This publication contains the opinions and ideas of its author. It is intended to
provide helpful and informative material on the subject matter covered. It is sold with
the understanding that the author and publisher are not engaged in rendering profes-
sional services in the book. If the reader requires personal assistance or advice, a com-

Lana Dominguez
Mary Hunt
Eric S. Miller
00 0028638905 fm 3/13/00 8:26 AM Page iii
Contents at a Glance
Part 1: Getting There 1
1 Myths and Reality 3
Interview myths, realities, and what every employer looks for.
2 On Your Mark 13
A concise primer on preparing for the job search.
3 Target: Interview 23
Strategies for getting interviews.
4 Get Set 33
Handling the interview request and preparing for the
event.
5 Clothes Call 45
Dressing for interview success.
Part 2: Being There 57
6 Reception Room Savvy 59
How to put “dead time” to very good use.
7 Shall We Dance? 69
Breaking the ice, getting past inertia, and building rapport.
8 Listen Carefully 81
You can’t perform well if you don’t hear what’s really
going on.
9 How to Answer the Questions Everybody Asks 91
The typical questions and how to answer them.
10 … And the Questions Almost Nobody Asks
(But Just Might Ask You) 103
How to handle challenging, unusual, or unexpected ques-

Handling the interview that is also an audition.
23 You’re On Fire! The Stress Interview 251
How to survive your worst nightmare.
24 What to Do at a Brick Wall 265
Typical interview killers and how to beat them.
Part 6: To Follow Through, Follow Up 277
25 Nailing the Follow-Up Interview 279
What to do when you are called for a second or third in-
terview.
26 The Morning After 287
How to follow up after an interview.
Appendixes
A Talk the Talk Glossary 297
B Information Sources for Job Searches
and Interview Preparation 301
C Skills Inventories 307
Index 311
00 0028638905 fm 3/13/00 8:26 AM Page v
Contents
Part 1: Getting There 1
1 Myths and Reality 3
Interview Myths 4
Myth 1: Employers Know What They Want 4
Myth 2: Employers Are Experts at Interviewing 5
Myth 3: Employers Like to See You Squirm 6
Interview Reality: They Don’t Really Care About You 7
What Every Employer Wants 8
A Solution, Not a Problem 9
Someone Who Can Do the Job 10
Someone Who Will Stick Around 11

Presenting Yourself 31
Don’t Relax Yet 31
Is This the Best Place for You? 32
4 Get Set 33
Go! 34
What to Do with the Big Call 34
What to Ask Now 34
What to Say (and Not Say) to Your Present Employer 35
It’s a Small, Small, Small World 36
A Little Bouquet of Graceful Lies 37
Best Time for an Interview 37
Resolving Scheduling Conflicts 38
Trust, But Verify 38
Build an “Interview Kit” 38
What Goes into the Interview Kit? 39
How to Use Your Interview Kit 39
Stay in Control 40
Rehearse It and Nurse It 40
Gather Ye War Stories 40
The Rest of the Script 41
Questions, Questions, Questions 41
Interview Logistics 42
Travel: Who Arranges and Who Pays? 42
Wake Up! You’re Jet-Lagged! 43
The Night Before 43
See a Show, Walk the Dog 44
The Last Supper 44
Into the Land of Nod 44
00 0028638905 fm 3/13/00 8:26 AM Page vii
viii

Faking It with Body Language 67
7 Shall We Dance? 69
Howdy 70
Walk Tall 70
Smile When You Say That 70
00 0028638905 fm 3/13/00 8:26 AM Page viii
ix
Contents
Look ’Em in the Eye 70
Some Heart in a Handshake 71
Please Wait to Be Seated 71
Let Your Partner Lead (if He Can) 72
Enduring the Silence 72
Filling the Silence 73
Taking the Lead 73
Rapport Builders 73
Magic Words: “We,” “Us,” and “Our” 73
More Words and Phrases to Use 74
Rapport Busters 75
Interruptions and Distractions 75
Sore Spots 76
Words and Phrases to Avoid 77
Body Language: Eloquence Without Words 78
Energize the Interview with “Relaxed Energy” 78
How to Breathe 78
Don’t Hand ’Em Your Head 78
Handy Advice 79
8 Listen Carefully 81
The Lively Art of Listening 81
Practicing Lively Restraint 82

You Got Fired 99
Questions of Affordability 101
“How Much Are You Looking For?” 101
“How Much Are You Making Now?” 102
10 … And the Questions Almost Nobody Asks
(But Just Might Ask You) 103
Problems, Problems, Problems 103
Expecting the Unexpected 104
Strategies for Answering Problem-Solving Questions 105
Have Fun with It 105
For Example … 106
“Tell Me About a Time When You …” 106
Strategies for Answering Behavior-Related Questions 106
Stirring Memories 107
The Truth of Fiction 108
Outta Left Field 109
The “Desert Island” Scenario 110
Strategies for Answering Questions (What’s This Have
to Do with Work?) 110
Questions You Don’t Have to Answer (and How
Not to Answer Them) 111
Marital Status and Family Plans 112
Sexual Orientation 113
Age 113
Ethnic Background or National Origin 113
Race 113
00 0028638905 fm 3/13/00 8:26 AM Page x
xi
Contents
Religion 114

Perks Aplenty 137
Those Bennies from Heaven 138
Money Isn’t Everything 138
Relocation Reimbursement 138
How to Win the Gulf War 139
00 0028638905 fm 3/13/00 8:26 AM Page xi
xii
The Complete Idiot’s Guide to the Perfect Interview, Second Edition
Part 3: “Do You Have Any Questions?”
(You’d Better!) 141
13 Questions You Should Always Ask 143
Big Question #1: “Have You Had a Chance
to Review My Resumé?” 144
Even More About Yourself 145
Big Question #2: “What Results Do You Want Me
to Produce?” 145
Probing Employer Needs 146
Questions to Which YOU Are the Answer 147
Questions to Close the Sale 149
14 Roll-Up-Your-Sleeves Questions 151
Proving That You Can Hit the Ground Running 151
Our Mission 154
Line Extension 154
New Lines 155
Market-Share Growth 156
Being a Prophet of Profitability 156
Demonstrating Proficiency 156
Questions That Show You’re a Leader 157
Matters of Clout 157
Take-Charge Attitude 157

Autonomy and Reporting Structure 170
Expectations 170
If You’re in Production … 170
Expectations 171
Relation to Other Departments 171
Reporting Structure 171
Part 4: Special Settings and Challenging
Circumstances 173
16 Creating an Interview 175
Wallflower No More 175
Five Steps to an Informational Interview 176
Step 1: Identify Your Targets 176
Step 2: Evaluate Your Targets 177
Step 3: Identify the People with the Power to Hire You 178
Step 4: Make the Call 179
Step 5: Explain Yourself 179
What ARE You About? 181
Offer Something 181
The Questions to Ask 181
Limit the Time 182
Don’t Look for a Job Here (at Least, Not Now) 183
17 Getting Through the Gatekeeper Interview 185
The First Cut—So What? 186
A Lesson from the Hippocratic Oath 186
Foot in the Door (Not in the Mouth) 187
00 0028638905 fm 3/13/00 8:26 AM Page xiii
xiv
The Complete Idiot’s Guide to the Perfect Interview, Second Edition
Brevity 188
The Challenge 188

The Online Resumé 209
Connecting 210
You Have Mail! 211
What’s Next? 212
Voice and Video 212
IRL 213
00 0028638905 fm 3/13/00 8:26 AM Page xiv
xv
Contents
20 Expecting the Unexpected 215
Panel Interviews 216
“We’re Not Ganging Up on You …” 216
Basking in the Barrage 216
Sequential Interviews 217
“The Rime of the Ancient Mariner” Revisited 217
Keeping It Fresh 218
Tying It Together 218
Booting Up 218
Multiple-Choice Scenarios 218
Open-Ended Approaches 219
Honesty—Not Always the Best Policy 219
Mealtime Interviews 220
Getting to Know You 220
Focusing the Conversation 220
Dangerous Passages 221
Your Manners 221
I’ll Drink to That! 222
When You’re In from Out of Town 223
Scheduling and Logistics 223
Jet-Lagged 223

Framing the Show 243
K.I.S.S. 243
Leave ’Em Wanting 244
Surprise! 244
Grace Under Fire 245
Never Apologize, Never Excuse 245
Test-Taking Tips 245
Homework 246
Pop Quiz 246
“Beating” a Psychological or Integrity Test 247
Kudos and Lumps 248
23 You’re On Fire! The Stress Interview 251
No More Mister Nice Guy 252
Stress Interview Motives 252
To Beat You Silly? 252
To Reveal the “Real You”? 253
To Let You Shine? 253
Stress Interviewer Strategies 254
Overload 254
Brainstorm 255
Set Up for a Fall 256
Twenty Stress Questions (and Answers) 256
00 0028638905 fm 3/13/00 8:26 AM Page xvi
xvii
Contents
24 What to Do at a Brick Wall 265
Call to Action 265
Five Steps to Overcome Any Objection 266
1. The Rephrase Step 267
2. The Confirmation Step 267

Be Positive 283
00 0028638905 fm 3/13/00 8:26 AM Page xvii
xviii
Wait Until They “Gotta Have You” 284
Making Your Exit 284
Do’s and Don’ts for Bringing It to a Close 284
Do I Shut Up Now? 285
26 The Morning After 287
More to Do 287
Four Steps to Thank-You Letters That Mean Business 288
Pursue the Issues 290
Those Unanswered Questions 290
“I Forgot to Mention …” 290
Zapping Doubt 290
The Silent Treatment 291
Briefing Your References 292
What to Do with Success 292
Accepting the Offer 294
Confirming the Offer 294
Your First Few Weeks on the Job 295
Appendixes
A Talk the Talk Glossary 297
B Information Sources for Job Searches
and Interview Preparation 301
C Skills Inventories 307
Index 311
00 0028638905 fm 3/13/00 8:26 AM Page xviii
Foreword
How many times during a job search have well-intentioned friends or family mem-
bers offered you advice on how to conduct yourself in an interview? I am willing to

Inc.)
00 0028638905 fm 3/13/00 8:26 AM Page xix
Introduction
Question: How do you measure the effectiveness of a resumé?
Obvious answer: Whether it gets you a job or not.
Try again. Because the obvious answer is wrong.
The objective of an effective resumé (or cover letter, query letter, cold call, and all the
other early steps in the job hunt) is not to get you a job. It is to get you an interview.
The job interview is your ultimate opportunity to “sell” yourself to an employer, even
as you gauge whether that employer is right for you. It is a doorway to a job and a
portal to a career.
At least, that’s the way it is supposed to be.
Even as we joust and jockey in quest for that interview, many of us look forward to
the event as to a grim interrogation. We think of it as an obstacle rather than a path
to employment. Many of us are intimidated by a process that makes us feel small, in-
adequate, inept—like a complete idiot.
Why a “complete idiot”?
Well, we don’t know what questions will be asked. Don’t know if we’ll be able to an-
swer the questions when they’re asked. Maybe, too, we don’t know how to dress for
the interview. Don’t know how to negotiate salary. Don’t know enough about the job.
Aren’t good at remembering names. Can’t think on our feet. Are easily rattled and
afraid of drooling.
There’s plenty of bad to feel about interviewing—a process that should be filled with
bright hopes and great expectations. A lot of us are afraid we’ll just plain blow it.
More than any other aspect of the job search, the interview is a mystery to most peo-
ple. Even job hunters who are confident of their resumé-writing ability and their ex-
pertise with a cover letter often feel unsure of themselves when it comes to
interviewing.
If you’re leery of the interview, well, at least you’re in good company. But why stay
there?

Part 5, “On the Spot,” is a special section on mastering performance and stress
interviews—certainly the most intimidating and challenging of interview scenarios—
and turning employers’ objections into persuasive selling points.
Part 6, “To Follow Through, Follow Up,” covers the all-important post-meeting
phase of the interview process, beginning with the follow-up interview and what to
do, say, and write after all the interviewing is finally over.
Three appendixes bring up the rear, including a glossary of interview buzz words,
sources of information to help you prepare for an interview, and exercises to help you
conduct an inventory of your skills.
Extras
Throughout the book, you’ll find loads of helpful sidebars that give you extra bits of
important information. Here’s the description of the different kinds of boxes:
00 0028638905 fm 3/13/00 8:26 AM Page xxi
xxii
The Complete Idiot’s Guide to the Perfect Interview, Second Edition
CPR
Common interview mishaps—from faux pas to catastrophe—happen more than you’d like.
The tips you’ll find in these boxes will teach you how to overcome mishaps gracefully.
Talk the Talk
The path to a terrific interview is
strewn with jargon, catch phras-
es, euphemisms, and hot-button
words. These boxes will tip you
off to the most important ones.
The Skinny
For nuggets of knowledge that
will help you perform at your
personal best, look for these
boxes.
Clincher