As soon as you walk into the manager’s office, look at what they have on display. Individuals love to talk about subjects that are important to them. Find out what they are into and start asking questions. If they have plaques or trophies on the wall, it means they are proud of their achievements. If they have several photos of their family, they are into their family. If they have a plethora of golf pictures, they are into golf. If their office is very clean and organized they like organized individuals. Before sitting down for the interview, try walking over to photos and start asking open-ended questions. Maybe pick up a family photo and make a positive comment. Tell him/her how beautiful their family is. As the manager is answering your questions, start thinking about your next follow-up question. They will let you know when they are getting bored – if they ever do. Watch their face light up when they start talking about their golf game or family or all the awards they have won. Studies show that when individuals talks about subjects they are passionate and excited about, their bodies release endorphins in the brain. If you are in their company during this high, they will start liking you without consciously knowing why. Make sure you cut them off after 20 minutes or so, because you both really need to have your questions answered. I once got a hiring manager to talk about himself for 95% of the interview. His eyes lit up as he retold stories of his college football days. I beat out 15 others for the job and many of them were more qualified than me.
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