Spin-Interviewing.

I know that right now a ton of people are out of work. I wanted to offer as much advice as I can for those of you looking for work.

Recently I was on the C.Q.P. Podcast and I was asked for some tips on how to sell yourself on an interview. The tip that I offered was to use Neill Rackham’s SPIN Selling during the portion of the interview where the interviewing manager asks “do you have any questions for me. I want to walk you through these very simple questions so that you can use them on your next interview.

For those of you not familiar with the SPIN model, it is a series of questions that follow a a specific plan. SPIN is an acronym that stands for Situation, Problem, Implication, and Need-Payoff. Using this structure allows you to uncover, grow, and solve problems for your customers. Here is how it will look in a job interview.

SITUATION: So what does the day-to-day of this job look like?

PROBLEM: What are the biggest obstacles you would want me to solve for you?

IMPLICATION: So what happens to you if this problem is not solved? Are you expected to work overtime?

NEED-PAYOFF: So how does your life get better if we were able to take this issues off your plate?

By following this simple script, you can learn about what the hiring manager is looking for and what their biggest issues are.