This Week’s Event: CLOSING THE DEAL-Interview Tactics…Thursday, May 8th @ 8:45 AM at The Egg and I Restaurant

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Thursday, May 8th, we will focus on Interview TACTICS, including MoneySpeak and interviewingincluding a POST-Offer Negotiation Approach.  This stuff is worth your practice time in anticipation of that terrific offer you’ll get!

Who should attend?

  1. Those who want to perform more effectively in actual interviews–get to the offer!
  2. Those seeking a systematic, focused, more predictable way to conduct any interview and discussion of salary;
  3. “Regulars” who need a ‘booster shot.’… and bring a guest;
  4. New Comers and tire kickers… this is a great session with which to supplement your job search effectiveness!e meet at The Egg and I Restaurant (NW Quadrant of Arapaho and Montfort) in Addison.  Come prepared to work on YOUR most difficult or challenging interview issues.

When an offer is extended to you, you should feel prepared to respond appropriately AND consider optimizing the package offered…

A famous coach, of Green Bay Packer fame, spoke frankly when he said, “Perfect practice makes perfect.”  Mr. Lombardi’s intent was CLEAR.  He wanted his players to concentrate on PRACTICE, drilling on the “little things”, the basics, so that they became instinct during the heat of real life. Such is productive mindset during any career transition, specifically related to your ability to relate your well positioned “story” to others, answer questions effectively, conduct productive negotiations, and, in general, fine tune your personal salesmanship skills.  So what are those basics that will allow you to effectively “close the deal?”

  1. Practice your two minute drill every chance you get…. it’s the fundamental building material of your communication strategy–your verbal collaterals!
  2. Practice your exit and qualification statements… most all potential employers and networking contacts will want to know your current situation and why you are available.
  3. Practice answering both common and tough questions… including pre-offer negotiation tactics.


Knowing salary administration strategy from the Corporate view, The Careerpilot is not surprised by the actual marketplace performance of today’s professionals in career transition. Even in the current “soft market” conditions, Candidates have been seeing 15% increases to be commonplace… even higher with some highly marketable Candidates or from within high demand industries and companies. You can negotiate anything. Here are my “TOP TEN TIPS” for negotiating a new salary.

  1. Research your profession’s salary range… Check with recruiters in your field, the U.S. Department of Labor’s Occupational Outlook Handbook, competitors, trade publications, your local chamber of commerce and the Internet: “” and “” are two of my favorites.
  2. Select a target salary… You may not get what you want, but having a specific objective can help you get close. Keep total “position worth” and your value proposition in mind.
  3. Prove your value with examples from actual experience.
  4. Don’t initiate salary discussions…Wait for the interviewer to bring the subject up, even if it’s postponed to a second interview. There are at least three tactical “scripts” to help you: BLOCKING, TURNAROUND and FORCING FEEDBACK.
  5. Move from “past salary history” to discussion of your “salary requirements”, they’re “negotiable.”Do the same on applications by writing “negotiable” in any box asking about salary details. If the form asks you to provide current salary, write, “to be discussed.” Your advantage is to attach salary to specific JOB, not YOU.
  6. Be prepared to state actual past salary in terms of current market conditions… but only when pressed.
  7. Discuss benefits and other negotiable items separately from salary… Your list of benefits and other negotiable items generate your total position worth or value. Your advantage is to attach salary to the specifics of the JOB, not YOU and your skills and experience.
  8. Analyze all benefit packages with an insurance, investment or bank professional, even a trusted HR professional. They can help you understand benefit language and may look at the offer more objectively.
  9. ALWAYS consider the cost of living when relocating… If it’s higher, suggest some form of balancing compensation or other offset.
  10. Always assume a firm’s first offer is negotiable, never accepting the initial offer…Rather, express your strong interest, but state you always discuss decisions of this magnitude with advisers whose judgment you have relied upon for years. Tell your interviewer when you’ll contact him or her with your decision.

By following the tips above, you’ll increase your chances of receiving a pay increase or other significant improvement to your total position worth or value. Your mindset is directed toward a “total value” increase… practice tactics to develop that confidence and “poker face.”

Remember, “He who mentions money first, usually loses.”


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