In terms of mirroring, I agree. LESS IS MORE. The problem though is that rapport isn’t enough – it’s the whole sell. I like your other tips, like the keywords. Again, there is more to it and I’d like to have you write more about rapid elicitation of values.
If you go in trying to push the “sell” button with words you decided beforehand, you’ll most likely be out of luck. Better to find out what the interviewer is really looking for and push there.
The easiest way to find out someone’s core values is obviously to ask them. This is posssible in a Sales setting but in this situation, where you are meant to be answering questions (at least initially), a more conversational approach is needed. I have always found that the person doing the interviewing projects their values into the questions they ask and it’s just case of picking up on it. So I am not sure about “rapid” elicitation in this instance – probably gradual elicitation would be a better strategy because you have to take a more passive role at the outset.
For instance, if they ask whether you’re doing any further education, it’s pretty clear they think it’s a good idea. They’re hardly likely to be asking this because they frown upon it. So even if you’re not attending an evening class, you can rightly discuss subjects you would “like” to study, and how this could augment your knowledge and be of worth to the company. One company director asked me if I have a wide circle of friends so it was pretty clear he thought that a balanced lifestyle, not wholly centred on work, was important. For me to say that I don’t value those kinds of networks would have been pretty foolish.
So in a nutshell, I think that not only the answers but the keys to eliciting the interviewer’s values, are hidden in his questions.
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In terms of mirroring, I agree. LESS IS MORE. The problem though is that rapport isn’t enough – it’s the whole sell. I like your other tips, like the keywords. Again, there is more to it and I’d like to have you write more about rapid elicitation of values.
If you go in trying to push the “sell” button with words you decided beforehand, you’ll most likely be out of luck. Better to find out what the interviewer is really looking for and push there.
The easiest way to find out someone’s core values is obviously to ask them. This is posssible in a Sales setting but in this situation, where you are meant to be answering questions (at least initially), a more conversational approach is needed. I have always found that the person doing the interviewing projects their values into the questions they ask and it’s just case of picking up on it. So I am not sure about “rapid” elicitation in this instance – probably gradual elicitation would be a better strategy because you have to take a more passive role at the outset.
For instance, if they ask whether you’re doing any further education, it’s pretty clear they think it’s a good idea. They’re hardly likely to be asking this because they frown upon it. So even if you’re not attending an evening class, you can rightly discuss subjects you would “like” to study, and how this could augment your knowledge and be of worth to the company. One company director asked me if I have a wide circle of friends so it was pretty clear he thought that a balanced lifestyle, not wholly centred on work, was important. For me to say that I don’t value those kinds of networks would have been pretty foolish.
So in a nutshell, I think that not only the answers but the keys to eliciting the interviewer’s values, are hidden in his questions.
As a newbie to NLP, the ideas you share here are definitely interesting and sound like they would be worth trying out. thanks