I came across this quote about how to have a really effective meeting:
“Dig until you uncover information you didn’t even know you didn’t know.”
This is exactly what I coach job seekers on in interviewing.
After someone has had an interview, I often ask “What are their challenges?” The typical answer is relatively superficial:
- They need more sales.
- They aren’t implementing products fast enough.
- Their projects are generally behind schedule.
- Their financial closing cycle is too long.
Then when I ask why the company is experiencing those issues, the candidate won’t know. And that’s what’s holding them back in turning interviews into offers – they aren’t digging deeply enough to find out what the real underlying problems are. When you are talking about those, and showing how you might be the solution, then you are in the sweet spot that can get you hired.
So be sure to dig as deeply as you can into the challenges faced by the company, the particular unit, and your prospective boss.