What is the interview? (C): The interview is to do sales.

what is an interview? There is actually a misunderstanding here. Many people just regard the interview as an exam, and they are candidates, while the interviewer is the grader. In fact, this mentality is not desirable for personal growth or for the hope of good results in the interview.

what kind of attitude should we take towards the interview? This article and this series will help you to re-understand what an interview is, hoping to enlighten all job seekers.

One day, an old lady left home and went to the vegetable market downstairs to buy fruit with a basket. He came to the first vendor's fruit stall and asked, "How does this plum taste?"

"My plums are big and sweet, and they are very delicious". The peddler replied.

The old lady shook her head and didn't buy it.

She walked up to another vendor and asked, "Is your plum delicious? "

" I have a plum monopoly here, and all kinds of plums are available. What kind of plums do you want? "

" I want to buy something sour. "

" Look at my basket of plums. It makes my mouth water with a sour bite. How much do you want? "

" let's have a kilo. "

The old lady continued to stroll in the market after buying plums. She saw plums on a vendor's stall, which were big and round and very eye-catching. She asked the vendor behind the fruit stall," How much are your plums a catty? "

" Hello, what kind of plums did you ask? "

" I want something sour. "

" People want big and sweet plums. Why do you want sour plums? "

" My daughter-in-law is going to have a baby, and she wants something sour. "

" old lady, you are so considerate to your daughter-in-law. She wants to eat sour food, which means that she will give birth to a big fat grandson for you. How much do you want? "

" I'll take another kilo. "The old lady was very happy by the vendor, so she bought another catty.

While weighing plums, the vendor continued to ask, "Do you know what nutrition pregnant women need most? "

" I don't know "

" Pregnant women especially need vitamin supplements. Do you know which fruit contains the most vitamins? "

" I don't know. "

" Kiwi contains many vitamins, which is especially suitable for pregnant women. If you want to give your daughter-in-law kiwi fruit every day, she may give birth to twins for you at once. "

" really? Ok, then I'll have another catty of kiwi fruit. The old lady was a little very happy.

"That's very kind of you. Whoever has a mother-in-law like you must be blessed. "The peddler began to weigh kiwifruit for the old lady, and his mouth was not idle:" I set up a stall here every day, and all the fruits were bought from the wholesale market that day. If your wife has finished eating, you can come again. "

" line. "The old lady was pleased by the vendor, and promised to pay for the fruit.

after the story is finished, please tell me, if we regard the interview as a fruit sale, the fruit is our talent and experience, the interviewer is the old lady, and we are the fruit vendors, and the communication with the interviewer is like a dialogue with the old lady. What will be the result of our interview?

In fact, as far as any interview result is concerned, it is nothing more than the result produced by three vendors:

Result A (such as Vendor 1):

When we think we have told a lot about our skills and experience, in the end,

the interviewer said to himself: Get out, please. You walk gently, just as you come gently, please don't take away a cloud.

The interviewer said, "Sorry, I'm busy today. There's a meeting below, so we can only stop here today ..."

Result B (such as vendor 2):

The interviewer said to himself, this person is so-so, which seems to meet our employment needs, but that's all. Take another look.

The interviewer said, "Thank you for your application. We will discuss and screen the candidates and inform you as soon as possible. HR Linda, please escort Mr./Ms. XX out, and the next person ... "

Result C (such as vendor 3):

The interviewer said to himself: Holy shit! This man is great, excellent! This is the man I am looking for!

The interviewer says: Mr./Ms. XX, it's really nice to communicate with you. I hope you can join our team. When can you start work at the earliest? .....

Then please think back to your previous interview process. What kind of vendor are you often?

Let's ask again, can you tell me why three vendors face the same old lady and get completely different results?

I remember that during a training course, Zhang Tong said, "The first vendor didn't know the real needs of customers, and the third vendor was very good at asking questions. "

Wang Tongxue said," Alas, I am the first peddler. Every time I communicate with my customers, I always come up and tell Balabala how good a bunch of my products are, but often the customers are unmoved. "

Li Tongxue said, "I feel more like a second vendor, but I haven't reached the level of a third vendor, perhaps because I still care too much about the sales result once. "

Zhao said," The three vendors have different degrees of understanding the customer's needs. The first vendor only grasped the superficial needs, but did not understand the deep-seated needs. "

I asked: Everything is very good, so what is the deepest need of this old lady?

from the above story, we can know that the old lady needs to buy plums for her daughter-in-law, so first, is it for her daughter-in-law? Like asking questions, is the interviewer interviewing to recruit people? )

actually, the old lady did it for her grandson. (Just as the goal of enterprise recruitment is not to recruit people, but to achieve better performance and better performance. )

But the old lady found a serious problem: the daughter-in-law was malnourished. It's like when customers have goals and wishes, they will find problems and obstacles in reaching them. (Just as enterprises or departments expand their staff because of the problems and obstacles they are currently encountering. )

what should I do if I have a problem? Nutrition, of course. That's the solution. (As the recruitment enlightenment content formulated by the enterprise, including requirements and conditions. )

how to supplement nutrition? Buy plums or kiwifruit, which is the purchased product and the surface demand of customers. (Just like the apparent demand reflected in the specific links in enterprise recruitment. )

if the plums are sour, this is the specific purchasing index, but later the third vendor helped the old lady to add a purchasing index, which is the potential demand of customers. (As in a specific interview, the value of the content displayed by the interviewer exceeds the basic needs that the interviewer originally hoped to obtain. )

Therefore, demand is a five-tier structure system. As shown in the above figure, the goals and aspirations determine the problems and challenges that customers encounter. When customers have problems and challenges, they must find solutions. The solutions include the products to be purchased and the service experience in the procurement process. The combination of these elements is the overall demand of customers. The products that customers want to buy are only superficial needs, and the problems that customers encounter are deeper needs.

The interview of an enterprise is actually like such a sales process, so let's look at it again. The reason why the three vendors have different results is that:

Vendor 1 only pays attention to the superficial demand of customers to buy plums, and thinks that customers must want to be sweet like common users. In fact, it is said that my plums are big and sweet, but customers don't buy them at all. Isn't it like many of our interviewers come up with a statement of their own advantages and experiences, but they can't grasp the key points, and when they have finished describing them, they are speechless? So the interviewer can only let him OUT.

hawker 2 made progress, and was not in a hurry to express it. Instead, he found a potential demand for acid from the customer by asking questions, so he made a single order, but that's all. Is it like that in the interview process, although we basically met the basic needs of the interviewer, we only achieved the B result in the second section of this article?

hawker 3, we think that the reason why hawker 3 has achieved the best results is precisely because hawker 3 has grasped almost all aspects of customer demand in the above picture, and not only successfully sold plums, but also sold more kiwis. We must also find that in fact, there are additional orders. Because of the appropriate way, appropriate expression and enthusiastic attitude, hawker 3 has obtained potential orders from customers with great expectations for future purchase needs.

This is just like a successful interviewer (like Gary mentioned in the story of the second article in this series). Through patient exploration, he has a deep understanding of the interviewer's deep-seated needs, so he can make suggestions for the other party as a whole and show his ability and level in a targeted manner. Therefore, with his excellent performance in the whole interview process, he can not only exceed the interviewer's expected needs, but also gain the interviewer's expectation as soon as possible because of his professional level and wisdom expression.

therefore, it is natural to get an excellent c result.

Guess what you like:

What is the interview (1)? The interview is your adventure trip

What is the interview (2)? The interview is your first day at work.