I usually write about B2B demand generation and marketing, but I’m sick of hearing the lament from senior level job seekers. They tell me about a great opportunity, and then weeks later I learn they lost out. Usually they say they thought they were in good shape, but they finished second. I want to put a stop to this.
The advice everyone has told you about job interviews is WRONG.
This post is about using a different strategy - one learned in the book, Pitch Anything, by
Oren Klaff. This book is all about how venture capitalists win deals. But the ideas apply to selling job seekers, as well as deals.
The key idea in the book is that of Frames. Frames are the perspective of each person. When Frames come together, they collide. But only one frame wins. Want to see the power of frames in action? Then read this post and watch Don Draper impose his frame.
When a job seeker is in face to face interviews, the interview has the winning frame. He or she is firmly in control and the job seeker is trying to please him or her.
In my opinion, the key to winning is to have the job-seeker impose your own frame on the interviewer.
Please let me illustrate the power of frames in the job interview:
Here’s a typical job interview. Note that the interviewer is fully in control. He has “imposed his frame” into the relationship.
Interviewer “Where did you work last and why did you leave?”
Job seeker “I worked at ABC manufacturing and they moved in a new direction.”
Now let’s try a different approach, but we’ll impose OUR frame on the interviewer.
Interviewer “Where did you work last and why did you leave?”
Job seeker “I’d be happy to tell you, but frankly I think this whole process is a waste of time for you.”
Interviewer “Excuse me? Why do you say this?”
Job Seeker “Because studies by organizations like LeadershipIQ say that you are most likely to hire a mediocre person or an abject failure. The interview process doesn’t work. I want no part of that. If that’s your approach, this meeting is over.”
After the interviewer recovers, he will be dumbfounded and meekly ask you to explain.
Congratulations. You just imposed your Frame on the interviewer. You are now in control.
From there, you can change the process. Convince them a safer approach is to “rent you” for 2-3 weeks, paying you for your time. That enables you to change the entire process - and differentiate you from the other job seekers.
I really hope you use this process to win your next senior role. Please let me know how it goes. We love people who comment and share our content.
“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.
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