How to Turn an Interview into a Job


Getting and winning the interview is the key to being hired. Everything else -- research, resumes, e-mails, phone calls -- is all backup for that crucial meeting. In How to Turn an Interview into a Job, America's leading interview authority, Jeffrey Allen, presents proven advice on the A to Zs of successful interviewing.

Incorporating current etiquette and the new work ethic,...

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Getting and winning the interview is the key to being hired. Everything else -- research, resumes, e-mails, phone calls -- is all backup for that crucial meeting. In How to Turn an Interview into a Job, America's leading interview authority, Jeffrey Allen, presents proven advice on the A to Zs of successful interviewing.

Incorporating current etiquette and the new work ethic, Allen covers every step of the process, including:

• Making the initial phone calls

• Scheduling appointments

• Selecting an interview wardrobe

• How to have the toughest interviewer extend an offer

• The follow-up letter

• Maximum salary negotiation

This new edition for the twenty-first century is also packed with ways to maximize current technology such as fax machines, voicemail, e-mail, and the Internet.

For every kind of job seeker, How to Turn an Interview into a Job remains the simplest, most practical, and most streetwise guide to the fastest hire.

Time-tested techniques that move job applicants to an interview position of confidence and power.

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Product Details

  • ISBN-13: 9780671602482
  • Publisher: Simon & Schuster Audio
  • Publication date: 10/31/1985
  • Format: Cassette
  • Edition description: ABRIDGED
  • Product dimensions: 4.49 (w) x 7.03 (h) x 0.79 (d)

Table of Contents


Resume Roulette: How to Play the Game
An incisive analysis of what works and how you can improve the odds of obtaining the all-important interview. Save your postage until you learn the rules.

The Deep Breath Phone Call: "I'll Call You!"
Turning the tables on the old "Don't call me, I'll call you" routine is not only fun, it's essential! You will be shown exactly how to stalk and catch a wild interviewer. Soon your deep breaths will turn into sighs of relief as your calendar fills with interview appointments.

How to Schedule Interviews: Timing Is Everything (Almost)
Develop a predictable, consistent interviewing pattern that will be like a radar screen tracking your progress. Constant biofeedback is occurring with all the precision of a homing torpedo.

The Irresistible Interview: Twelve Steps to the Offer
At the heart of our procedure is restricting the interviewer's freedom of choice. You will be taught the most potent techniques ever put on paper so that even a trainee can receive offers on the spot. As you read, you will know that it works and why.

The Interrogation Interview: Hope It Happens
Powerful "can openers" to pry open the armor of even the most hostile interviewer, and turn "stress" into "success."

The Second Time Around: Once More with Feeling
Learn the two roads that second interviews take and why. The shortcuts are in your road map, so you can make it to your new home in time.

Salary Requirements? "More!"
The title really says it all. You'll be surprised at the change instrategy, but amazed at the results. It's hardball and we're pitching!

References into Testimonials: Lovers Never Say Goodbye
A unique system for the identification and development of your most powerful resource. Your homework is simple and can mean the difference between unrequited love and marriage.

The Better Letter: Follow-Up into Follow-Through
Writing a follow-up letter and writing one that gets you hired are two different things. If you are using form letters and getting them in reply, you'd better reform. You will learn exactly what to use and how to use it.

The Experience Express Card: How to Leave Home with It
It's time to cast aside all the myths about experience in our society and adopt a no-nonsense, no-waiting strategy to get it.

Analyzing Advertising: Help with the "Help Wanted"
The "help wanted" section looks perfectly straightforward, but it's not -- watch out for the curves! Here are five types of ads and what they really mean.

Placement Services: The Job Intelligence Network
Most people don't understand the function of placement services. Knowing the three basic types and how to use them is indispensable in switching your career into the fast track. They're the conductors; you're the engineer.

Looking While You're Still Employed: Isn't Everybody?
You're measurably more marketable, secure, and confident while still employed. This is a distinct advantage in being hired if you understand how to keep your options open. Now, you'll be shown how.

P.S. Soon You'll Be Hearing...
A few final thoughts about where we've been and where we'll be going. The results will speak for themselves.

Bibliography...and Why
In the microcosm of finding a job, you can learn important skills to direct your future. Here is some carefully selected source material designed to assist you.



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First Chapter

Chapter 1

Resume Roulette: How to Play the Game

Literally hundreds of books and articles have been written about resume preparation. The "help wanted" section of any Sunday newspaper contains advertisements by services offering to prepare resumes designed to unlock the interviewer's door. However, the only jobs generated by most of these were for the writers. There is no way to insure that your resume will even be read, let alone forwarded!

This has led some people to wonder whether your chances of getting hired are actually better without a resume. The premise is that "if you never do anything, you'll never make a mistake." If Babe Ruth thought that way, his 1,330 strikeouts would not have occurred. Of course, he would not have hit 714 home runs either. Which are remembered?

To understand why resumes are required, it is necessary to consider the plight of the interviewer. Most interviewers are inundated with a flood of different resumes in a variety of shapes, sizes, and colors. Since resume writing is indeed an art, the old saying "I don't know what's good, I only know what I like" fully applies here. In addition, even the most conscientious interviewer soon learns that insisting on resumes reduces telephone time and awkward explanations to applicants. It is nothing more than his way of maintaining his sanity and his job. When blind box advertisements are used, he can even take a lunch break.

Since there is no standard form for writing a resume, you can understand the fallacy of the words "We have evaluated your background..." in the form rejection letters most resumes generate. However, survival of the interviewers of this world depends on resumes;and for professional, management, administrative, and clerical positions, you'd better have one.

For our purpose,a resume is nothing more than a tool to get your foot in the interviewer's door. (It's not really locked, there's only a chair behind it.) A good one results in an appointment for an interview; a bad one does not. If buildings were constructed like most resumes, King Kong would have destroyed the world.

Interviewers are so subjective and inconsistent in their responses to resumes that I have described their use as "resume roulette." With that understanding, there are a few general rules which will at least allow you to stay in the game long enough to make the Deep Breath Phone Call.

A resume should:


This is frustrating, I know. But an ounce of image is worth a pound of performance. You simply must resist the temptation to clutter your resume with detailed information. Instead, use general phrases that will incite the interviewer to positive action -- an invitation for an interview.

Use phrases like:

"Developed a series of..."
"Organized several..."
"Was responsible for a number of..."
"Consistently performed..."
"Was promoted to progressively responsible positions in..."


You can vary the typefaces, boldness, and underlining for interest, but conservative styles will increase the readability of the resume. My personal preference is Press Roman type if printed, or Courier if typed with a carbon ribbon. These sizes and styles are readable, available, and acceptable.


Ivory stock can also be used and the weight should be at least twenty-four pound. Gray would be acceptable, but is often difficult to read and photocopy. Any othe ink or paper colors are a mistake. Your relationship with the interviewer is still too fragile, and your resume may receive attention for a negative reason. Save your individualism for your promotion party.


This is primarily for esthetic reasons, but it is common for interviewers to write comments in the margins. If another sheet is required to do so, many will just move on to the next resume.


If you move or change telephone numbers, prepare another resume. When starting at the personnel department, this may also be done by attaching it to an updated application. After all, it's only one page.


Emphasize credentials and career-related affiliations.


Whether you are a generalist or a specialist, this section of your resume can be written in several different ways. You will find that working backwards from the kinds of positions you want will help you to focus on the areas of emphasis. Listing or summarizing similar responsibilities is acceptable, but you must be concise. This is known as the "chronological" resume.

Some authorities advise a "functional" resume generalizing your duties when you have changed jobs more frequently than every two years. Interviewers are accustomed to application forms with chronological sequence, and therefore the narrative that a functional resume recites turns them off. Further, it is almost impossible to draft a generalized resume without looking like you're hiding the truth. Use a chronological approach, but combine and omit short-term employment. There is no reason for you to include everything at this stage of the game.

A resume should not:


As we discussed with regard to contact information, updating should only be done through another resume or an attached application neatly typed in advance. Underlining or other emphasizing should either be done at the time the resume is prepared, or not at all. Since the resume is you at this point, make sure it has class.


Instead, you should state the following: "Personal and professional references are available. They will be furnished upon request, once mutual interest has been established." References are too precious to annoy, and you want to be able to contact them first. This rule may be broken if you are relying on a highly motivated internal referral.


This includes the amount you received in former positions and that which is your requirement. At the early stages, it is a no-win gamble: it invariably will be too high or too low. Besides, your value to someone else or even to yourself is irrelevant. This will become more evident when you read Chapter VII, on salary negotiation.

Moreover, when sent to a personnel department, a resume should not:


This is, unless you know it is the job being offered and you don't care about being considered for anything else. This is the problem with introductory letters also. You are just foreclosing your options. Your objective is getting an interview!


This is because a cover letter to an unidentified target can be counterproductive, pointing you away from the job opening. Unless you really know something about the job, or want to name the source of your referral, resist the temptation. Overworked personnel people will think of it as just one more piece of paper to shuffle.

However, if you are aiming at a departmental decision maker, an eye-catching cover letter has exactly the opposite effect! It directs you right where you want to be.

A well-written cover letter is crucial in this case: it serves to introduce you and spark a decision maker's interest. If you've done your homework, here's a place to use it. Your letter should meet a prospective employer on his own turf. Start with a comment or two on the company -- perhaps concerning recen

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