There are two questions that will help you know the “Key” to communicating during your job interview or sales presentation. It is important that you practice incorporating the “Key” words in your interview. Remember: Perfect Practice makes Perfect. These will can help you, but also realize some people will integrate two of the elemental “Key Words” in an interview.
Grab a piece of paper and a pen. Draw a square on the paper with a cross in it. If this was now a compass write “Direct” on the North side followed by “Indirect” on the south side. On the left of the paper write “Closed” and on the right “Open”.
Step One: When you sit down explain that you would like to start with an icebreaker to help you get to know them better. Ask them, “When you are around your close friends and family are you generally more direct or indirect with your words and thoughts?”
Step Two: Thank them for their response and circle it appropriately with a smile. Now say, “The second question is like the first: Again, when you are around your friends and family are you generally more open or closed with your thoughts, gestures, and feelings?” You will circle their response.
Step Three: Interpret the results and under each interviewers/prospect name write their “key” word. They will be one of four elements; each is associated with a “key” word.
Fire- is Direct & Closed (CEO’s, Generals, Presidents)
-Key Word is “Time & Money”
-Description: They are interested in how you will save them Time & Money.
IE- I am your guy/gal and I’ll accomplish it faster and more efficiently
Wind- is Direct & Open (Sales professionals)
-Key Word is “Fun & Close the Door”
-Description: They love to have fun, talk, and are impulsive.
IE- Let them talk about something fun, they over commit, so close every option to hire anyone else besides you.
Earth- is Indirect & Closed (Engineers, Analytical, Number Guys/Gals)
-Key Word is “Right”
-Description: They are always right! Argue with their being right and you lose.
IE- Tell them they are right often and if you disagree find something they are right on and say, “You are absolutely right this operation takes this much time. You know what else is right, that when I did the operation we did it in this time frame and bring evidence for them to research.” Only use this if you can say it softly and gently or it will be construed the wrong way. Approximately 35% of all sales and interviews are lost here.
Water- is Indirect & Open (Teachers, Counselors, Nurses)
-Key Word is “Permission”
-Description: These are the soft-spoken people who don’t have an opinion.
IE- They are easy to walk over and make you feel like you are getting somewhere when you really are not by using verbal vomit. They won’t express it… you just will not ever get hired, called back, or make the sale. Always ask to proceed further. “ Would it be okay if I asked about this or that?” Would you feel comfortable telling me about this or that” That’s it! We at http://coast2coastcareers.com/wish you the best of luck.
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