Handling a Interviewer's Objections

I read a comment on a job forum the other day that I thought was appropriate to share on this site. Because it is lengthy I chose not to copy and paste the entire comment in this article. Instead here is a snippet of what was written: "Does it seem to anyone else that usually the last conversation topic covered in a interview is that they have other people to interview? Do they really have other interviews, or do they just wanna beat around the bush?" This comment sparked alot of interest from the readers who visit the forum. There were 391 replies. Some of the entries were compliments on what others said but the majority had expressed the same frustration. I saw no one suggest how to handle that type of response from an interviewer. I stepped up to the challenge and responded. I could only offer a very brief suggestion (forum rules).

How you react to an interviewer's objection can spell the difference between success and failure as a prospective candidate. If your immediate response is to become defensive, flustered, or aggressive, you may have just lost out on a job offer and career. On the other hand, if you remain poised, thoughtful and take control of the situation, you may come out the winner.

When you think about it, the role of the interviewer is to test and verify the information on the resume, validate the appearance and mannerisms noted in the process so far, define the person's style and probe for flaws.

Your interview has concluded and the interviewer permits you to ask questions. You ask, "When would you like me to start?" You will receive one of these responses:
1) "We would like for you to start on....." This does not happen often, but it might, and you have to be ready for that. If you are not sure or need time to think about the position it's ok to ask the interviewer if you can get back to him/her by the end of the day and first thing on the next day. I would not recommend delaying your decision because you are holding out for another offer. It could backfire on you.

2) The answer to your question may be the opposite of #1. It might be something that is very negative. Ask for feedback. You may be able to change your interviewer's view of your candidacy if you are able to clarify on a response or elaborate on your background or accomplishments.

3)"I really like this, this and this about your background but I have concerns about this." That's merely an objection that you should try to handle on the spot because there is no better opportunity to change the person's mind or concern about something than when you are face to face. You may wish to reinforce your response to this objection in the form of "Thank You" letter that follows the interview. You will have to use your own judgment about how well you think you handled it or how important itwas to the interviewer.

4) "I have other people to interview." Ask the interviewer if he/she thinks you can do the job. At least get some commitment that you do have the skills to do the job. Then ask when they anticipate concluding all of the interviews.

Handling objections is very easy and it is something that we do all the time. You try to convince someone to do something your way, they may have some objections so you try to convince them. One of the best ways to handle an objection is to ask more questions. Such as, "Well, what is your concern about that?" or "Is that the most important part of the skill that you're looking for?"

The next time you are told, "I have other people to interview" do not assume the employer is beating around the bush. Accept it as an objection and handle it.