Marketing was now working closely with my sales team to meet their specific needs. Finance set up a new approval process so that deal-making decisions could happen quickly, and with greater flexibility. And IT brought in a vendor to help us capture and analyze the sales data that would enable us to optimize our efforts. And equally as important, I got the best sales people on my team to defer leaving the company, because they could see the actions I was taking. < And finally, the Result > As a result, within six months, the downward sales trend began to reverse itself, and within one year we were on to record revenues. Top sales employee turnover actually fell to zero from around 50%, and we landed our three biggest clients ever. And this all happened because vital internal relationships were finally paid attention to. I was formally recognized for this turnaround by the company CEO. I share this story because I think this type of relationship-building could be potentially be useful for your situation…" Can you see how Julie's story helped her to stand out from her competitors, much more so than just saying "My greatest strength is building relationships" and leaving it at that?
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Also, make sure you don't use "we" too much. Many of my clients are humble and self-effacing (both are nice traits), but when you're in an interview they want to understand what YOU did. So it's great to mention how you worked with others (you're a team player). But, say it just once or twice and phrase it in terms of your contribution, as in "I partnered with two of my colleagues in creating…" Then for the rest of the story, make sure you balance out the "we" with "I. "
Use A Story-Telling Format Using a story-telling format to share examples keeps you focused on the elements in which the interviewer is most interested. I like "PAR" – Problem, Action, Result – because it's easy to remember and execute (there are other effective formats as well): • The Problem, or obstacle you had to overcome, is part of any great story. Also, you're being hired to solve problems, so you want to demonstrate your problem-solving ability. • The Action, i. how you operate, shows the things you do to solve problems, and enables the interviewer to envision what it would be like to work with you. It's crucial to your story's ability to convey your value. • The Result highlights the value your achievement added to the organization, and implies the value you could add for the prospective employer. Go For The Drama Think about stories you've heard that have been memorable. In describing why they were memorable, you might use words like "important, " "dramatic, " "engaging, " "fascinating, " "emotional. "
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Also, notice how at the end of the story, in the last sentence, she turned it back to them. She wanted to ensure that the story was relevant to them ("How can you help me? " is their number one question). And yes, she got the offer. When you tell your story, be prepared for lots of follow-up questions. Good interviewers will want to know things like what obstacles you faced in building these relationships, how you got approval from higher ups, what you enjoyed most or did best, and so forth. Avoid These Common Mistakes If you try to keep your stories to roughly two minutes, you will avoid the most common issues, including too much detail (boring) and too little detail or too high level (also boring). I find that many clients are great at describing the problem and the result, but give short-shrift to the "Action" part of the story. This part is key to the interviewer understanding how you operate, and is vital to making the example you're sharing relevant to them. So make sure you engage the interviewer by explaining how you solved the problem you described.