DorothySo often in life we are given clues as to what people need to hear from us…if we just know how to listen. Interviews are very important and we need to make every effort to make others comfortable with us. We are all in sales these days and an important part of sales is understanding your audience…in this case the interviewer.
We spoke about this in my networking group a few weeks ago. We don’t want to change ourselves completely but to be most effective we should manage our behavior while dealing with different people. Here are some tips for reading a person’s behavioral style. (I’m using the DISC or the Career Navigator Behavioral Types).
1) Interviewer: Lion or D Style (Task Oriented) (Looking for Results)
Behavior: Fast, always in a hurry, multi-tasking, direct, firm handshake, eye contact, power suits, all business. Office decor-status conscious, trophies, cliff notes, business books.
What they need: Wait for them to make small talk. Do not lead with personal info-let them lead, you follow. Get right to the point. They want the results not the details-no long winded stories. They will ask hard questions. Be direct, be confident.
2) Interviewer: Peacock or I Style (People Oriented) (Looking for the Experience, Connection)
Behavior: Friendly, eye contact, smile, fashionable flashy clothes, small talk, big gestures, talks a lot, may answer more questions than asks.
What they need: Be friendly, personal, take time. Make a connection if you can. Get all of your points across and make sure that the questions are answered. You may need to gently keep this person on topic and on point.
3) Interviewer: Owl or S Style (People Oriented) (Looking for Security)
Behavior: Relaxed, no hurry, professional, friendly but not overly, office may have family photos. Small gestures. poker faced, small gestures.
What they need: Consistent, calm and steady behavior from you, show sincerity, do not be overly aggressive, slow, logical answers, facts not story, don’t try to control.
4) Interviewer: Lamb or C Style (Task Oriented) (Looking for Information)
Behavior: Very reserved, little or no gestures, traditional attire, straight laced, may avoid eye contact, very professional, probably no small talk.
What they need: information, data, facts, be patient, slow, no personal talk, don’t be “pushy”.
Good luck and happy sales.
Filed under: advice, employment, job search Tagged: | audience, behavior, clues, interview, read, sales
Very interesting – I hope I can remember this “in the moment”! Thanks for sharing, Dorothy.