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Executive Interviewing: Overcoming ObjectionsPosted by Anonymous
Hiring managers and those that are involved in hiring decisions have multiple things to consider before making a final decision. Those that play a role in the interview process would desire that you fit the bill perfectly, but are always aware that you will most likely be lacking in one or two areas. With that in mind, you want to be sure to position yourself as best as possible despite certain objections that you might not be able to fully overcome. One approach to effectively dealing with objects is the ARTS approach: Acknowledge the objection, Redirect the person’s concern, Test to be sure you’ve removed the concern, S use a story to make your point. It’s important not to completely avoid an objection, but to recognize it and address it head on. You have to make the interviewer feel positive about your level of confidence in your abilities as they relate to the skill or experience at hand. After you’ve fully listened to the objection, you must restate it to demonstrate your understanding and then redirect the person’s concern. This will likely include addressing the concern in a way that plays to your strengths. It’s then important to test to be sure you’ve removed the concern. To do so, ask if there’s another example that you can give that would further demonstrate your skills and put the interviewer at ease. Finally, use a story to make your point and to clearly display your abilities.
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