Here's the #1 Secret to Acing Interviews

Earlier in my HR career, I was interviewing for my first leadership position and it was down to me and one other candidate. In the last round we presented to a panel, which included the CFO (my prospective future boss).

As a former instructor, I was sure I had this one in the bag! My presentation was highly visual and full of relatable anecdotes guaranteed to hold their attention.

After a few minutes into the presentation, I noticed that the CFO was “less than charmed” by my creative attempts to engage the panel. He later asked questions about my research and lack of quantified data.

• I didn’t end up getting the job. Here’s why…

 
I lacked the ability adjust my delivery for all members in the panel, especially the CFO who was focused on facts and results. As a result, I was unable to earn his respect, much less prove my value in his organization.

I was the perfect example of being highly qualified, experienced and prepared. Yet, I ultimately failed to communicate my value by not speaking the same “language” of my interviewer.

Here’s how to learn the language of your interviewer and leverage it to your advantage!


There are 4 primary behavioral languages.
 
We are a mix of all four behavioral styles, however we each have one that stands out above the others. That is called our primary behavioral style.
 
There are many assessments out there to measure the behavioral analytics of a person. However, the one I prefer for this approach is DISC. It’s simple, easy to use and perfect in a quick assessment situation.
 
The key is to quickly assess your interviewer and determine which style is primary for them. Then adjust your communication responses to their style so you can deepen their understanding and connection.

The following is a breakdown of the general population and how they fall into the four behavioral styles.
 
As you read through consider which one also describes you!
 
 
D | Dominance –
10% of the population are drivers who like to take charge, have power, are bold and focused on the bottom line.
 
The “D” Personal Motto:
“Some people want things to happen, others wish they would happen, but I make things happen.”
 
How to pick them out in an interview:

• BEHAVIOR – highly focused, take charge of the interview and work quickly through the process.
• BODY LANGUAGE – head up, and use linear motions while pointing with one hand when talking.
• QUESTIONS ASKED – focused on business acumen, leadership, and stress management.

What they really want to know:

• How you will make things happen. They are not interested in hearing about problems unless you already have the solution ready to fix it.

Best way to answer their questions:

1. Be brief, bright, sharp, honest, to the point and avoid small talk.
2. Have your facts ready to go and be prepared to deliver a compelling response instantly.
3. Showcase your accomplishments and quantify your achievements with metrics.

Thank you note should include:

• An email shorter in length that uses bullets to highlight key points.

 

I | Influencing –
25% of the population are expressive, good talkers, outgoing, entertaining and impulsive.
 
The “I” Personal Motto:
“Live like someone left the gate open.”
 
How to pick them out in an interview:

• BEHAVIOR – energized by people and will talk primarily about their relationships with others.
• BODY LANGUAGE – talk emphatically with their hands in circular motions with constant eye contact.
• QUESTIONS ASKED – focused on relationship management, consultation, mentoring, coaching, communication and flexibility.

What they really want to know:

• How well you collaborate with others. They will want to better understand your strategies to effectively contribute and serve others on a team.

Best way to answer their questions:

1. Maintain eye contact, lean forward and be warm in your responses.
2. Focus on others and follow a servant leadership model when discussing the engagement and performance of those reporting to you.
3. Have a story prepared to showcase how you went the extra mile in a previous role to help someone and the value it brought to their work experience.

Thank you note should include:

• A specific area that you have in common with them and why you enjoyed the interview.

 

S | Stable –
40% of the population are amiable, steady, loyal, calm and understanding.
 
The “S” Personal Motto:
“You can’t live a perfect day without doing something for someone who will never be able to repay you.”
 
How to pick them out in an interview:

• BEHAVIOR – may seem shy or quiet and let others take the control of the questioning.
• BODY LANGUAGE – will not use their hands much or keep them in their lap with their legs crossed.
• QUESTIONS ASKED – focused on tenure, process, time management, and project management.

What they really want to know:

1. How well you plan your work and manage projects, process, operations, etc.

Best way to answer their questions:

1. Avoid showcasing academic accomplishments, awards, or getting too excited.
2. Stay steady, even tempered, calm and thorough in your answers; but keep it relevant.
3. Be prepared to show your value through data, specific facts, evidence, experience and consistency.

Thank you note should include:

• Your desire for a long-term commitment with their organization.

 

C | Compliance –
25% of the population are analytical, detailed, logical and factual.
 
Personal Motto:
“If anything can go wrong, it will."

How to pick them out in an interview:

• BEHAVIOR – extremely accurate, observant and follow the rules of the interview without exception.
• BODY LANGUAGE – sit cross-armed or somewhat sideways in an effort to not be fully open to you.
• QUESTIONS ASKED – focused on policy, procedures, compliance, and regulations.

What they really want to know:

1. How well you understand the core functions of the role and if your skills align.

Best way to answer their questions:

1. Your answers need to be factual with a keen attention to accuracy.
2. Lots of details are appreciated so long as they are relevant and help to create a complete picture.
3. Leaving answers in the gray or undecided will not sit well. Instead, bring 100% conviction.

Thank you note should include:

• A quick summary on what makes you the most qualified for the position.

 
​
“Seek first to understand, then to be understood.” Steven Covey

True communication occurs when you know your audience and can adapt to meet them where they are first.

A great way to do this before an interview is to use the personality tool Crystal. It can identify the behavioral style of a person from their LinkedIn profile by using a Chrome Extension.
 
Just look up the LinkedIn profiles of those on the interview panel using Crystal. Then prepare answers to potential questions so they align with their behavioral style by using this article as a quick guide.
 
This is also a great strategy in preparing specific questions to ask each interviewer to ensure you are discussing the areas that matter the most to them!