Overcoming Objections in an Interview

Job descriptions are often a wish list of all the skills and experience they hope to find in the perfect candidate.  You may not have everything on their wish list but clearly they saw something of value on your resume if you are invited to interview.  As you research the company and prepare your questions for the interviewer as well as practice your responses to anticipated interview questions, don’t forget to prepare for the objections.

There are few absolutely perfect candidates out there so it is likely the interviewer will have some objections or concerns.  If you have multiple interviewers, they may even have different concerns.  You will address those objections more positively if you are prepared for them.  To anticipate objections, review the job description in detail and highlight any qualifications that you do not meet or any experience you do not have.  Think about how you would address each item if your asked.  Some general advice includes:

Do Not Apologize – Never apologize for skills or experience you do not have.  They had your resume and chose to speak with you.  Focus instead on what you do have, how the skills are transferrable or even your track record of learning new systems, industries, whatever.

Embrace the Opportunity – Giving you an opportunity to address the objections is truly a gift.  Instead of leaving them worried about some aspect of your background, they are offering you the opportunity to address it proactively.  If you ae prepared to do so this can strengthen your candidacy.  Never get defensive, just address what you do bring to the table and how you would add value to the company in this role based on the skills and experience you do offer.

Confront the Elephant in the Room – Sometimes you will be doing fine in the interview, the conversation is flowing and things start to wrap up when you realize no have voiced any objections or concerns.  Instead of thinking that means you got the job, you need to confront the issue so you have an opportunity to address it.  Maybe they are not asking because they assume there is something critical missing and you will not advance.  Don’t leave things to chance.  Ask the interviewer if they have any concerns about your ability to make an impact in this role.  That way, if they do have concerns, it puts on them on the table so you have an opportunity to address them.  Better to address any concerns they have than to leave them hidden.

If you can anticipate possible objections and enter the interview prepared to address them, you are more likely to be successful.  It also helps to keep your confidence intact throughout the interview if you are prepared to address the concerns.

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