"Tell Me About Yourself"
The
Toughest Question in the Interview
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When you, as a job seeker, are
asked the most common, and toughest, interview question, "Tell me about
yourself," your answer can make or break you as a candidate. Usually
job seekers will respond with their "30 second commercial," and then
elaborate on their background. While almost every career book and career
counselor will tell you that is the appropriate response, I totally disagree.
Many people fail in their job search because they are too
often focused on what they want in a job including industry, type of position,
location, income, benefits, and work environment. Their "30 second
commercial" is centered around this premise. The
commercial describes the job seeker's career history and what they are looking
for. Too often, this is in direct contrast to what employers are looking for.
There are two dominant reasons why job seekers are
successful in the job search. The first is focusing on the needs of the
organization. The second is focusing on the needs of the people within that
organization. In this article, we are going to examine how to focus on the
needs of the people within organizations. This will assist in rethinking your
response to that all-important question, "Tell me about yourself."
In order to learn how to respond
to the needs of the interviewer, let's first learn more about ourselves. We can
then apply that knowledge about ourselves to knowing how to understand and
respond to the needs of others.
Most social psychologists recognize
four basic
personality styles: Analytical, Amiable, Expressive, and Driver. Usually, each
of us exhibits personality characteristics unique to one of the styles.
However, we also possess characteristics to a lesser degree in the other
styles. To determine your unique style, you can take a Myers-Briggs assessment
or go to the following site for a free Keirsey
Temperament Sorter assessment test: www.keirsey.com
Here are the characteristics that are most commonly
associated with each of the styles:
Analytical:
Positive Traits: Precise, Methodical, Organized, Rational, Detail
Oriented
Negative Traits: Critical, Formal, Uncertain, Judgmental, Picky
Amiable:
Positive Traits: Cooperative, Dependable, Warm, Listener,
Negotiator
Negative Traits: Undisciplined, Dependent, Submissive, Overly
Cautious,
Conforming
Expressive:
Positive Traits: Enthusiastic, Persuasive, Outgoing, Positive,
Communicator
Negative Traits: Ego Centered, Emotional, Exploitive, Opinionated,
Reacting
Driver:
Positive Traits: Persistent, Independent, Decision Maker, Effective,
Strong
Willed
Negative Traits: Aggressive, Strict, Intense, Relentless, Rigid
Gaining an in-depth understanding of your personality
style has enormous value in your career as well as your personal life. However,
our focus today is learning how to use this knowledge to make you more
successful in your job search.
Once you have learned about your own style and have
studied the other styles, I encourage you to have a little fun in trying to
determine the styles of others. When you meet someone for the first time, try
to identify his or her style within the first two minutes. You can often
identify styles by observing a person's demeanor, conversation, body language,
appearance, and possessions.
To demonstrate what I mean, let's take some examples from
the business world. While there are always exceptions, generally speaking the
styles fit the example.
Analytical Style: Financial Manager (or
programmers,
engineers, and accountants). They like systems and procedures. They are slow to
make decisions because they will analyze things to death—but their decisions
are usually very sound. They prefer working independently and are usually not
very good in team environments, but they are also dependable. They buy cars
with good resale value and great gas mileage. They are conservative dressers.
At the party, they want to know why so much money was spent on Michelob when we
could have purchased Busch. They come to the party with their laptops.
Amiable Style: Human Resources Manager. Very people-focused. They are dependable, loyal and
easygoing; very compassionate. They will give you the shirt off their backs and
the last nickel in their pockets. They are good listeners and value team
players who don't "rock the boat." They are usually conformists and
followers—rarely leaders. They avoid conflict and are not good decision makers.
They drive four-door sedans or mini-vans to take the kids to sporting events.
They usually clean up after the party is over.
Expressive Style: Sales Manager. Very
outgoing and enthusiastic, with a high energy level. They are also great
idea generators, but usually do not have the ability to see the idea through to
completion. Very opinionated and egotistical. Money
motivated. They can be good communicators. They prefer to direct and control
rather then ask and listen. They drive red convertibles with great stereos; to
heck with the gas mileage. They come up with the idea for a company party, but
never help clean up. They are on their way to another party.
Driver: Corporate CEO. Intelligent,
intense, focused, relentless. They thrive on the thrill of the challenge
and the internal motivation to succeed. Money is only a measure of success; it
is not the driving factor. They are results/performance oriented. They have
compassion for the truly disadvantaged, but absolutely no patience or tolerance
for the lazy or whiners. They drive prestige cars, not because the car attracts
attention, but because it was a wise investment. They want to know why we had a
party; what were the benefits of the party, and did we invite the banker?
Ok, now you are really getting some insight into your
style and the style of others. It is time for the interviews. Throw out your
30-second commercial. Think on your feet.
You will be interviewing with the human resource manager,
the finance manager, the sales manager, and the CEO. The first question each of
them will ask you is: "Tell me about yourself." How should you
respond? Remember the second reason for succeeding in a job search: focus on
the needs of the people in the organization. Here are just a few examples of
how to respond to that question:
"Tell me about yourself?"
Response to Finance Manager: "I have been
successful
in my career by making well-thought-out decisions based on careful analysis of
all factors. I approach problems with logic and sound reasoning. I would enjoy
working with you in developing the appropriate systems and procedures to make
our two departments function efficiently together."
Response to Human Resource Manager: "My
career has
been characterized by my ability to work well with diverse teams. I seek out
opportunities to involve others in the decision-making process. This
collaboration and communication is what has enabled me to achieve success in my
department. People are the most valuable resource of any organization."
Response to Sales Manager: "Throughout my
career I
have always adhered to the principle that everyone in the organization must be
sales-focused. My department is always trained in customer service, providing
outstanding support to the sales team and to our customers. Without sales, the
rest of use would not have a job. I look forward to helping you drive sales in
any way possible."
Response to CEO: "I have achieved success
in my
career because I have been focused on the bottom line. I have always sought out
innovative solutions to challenging problems to maximize profitability.
Regardless of the task or challenge, I always established benchmarks of
performance and standards of excellence. I have never sought to maintain the
"status quo." An organization that does not change and grow will die.
I would enjoy working with you to help define new market opportunities in order
to achieve the organization's goals."
In each instance, we responded to the "needs of the
individual." It is almost guaranteed that, when you respond appropriately
to the diverse needs of the different managers, you will become the standard by
which all of the other candidates will be measured.
I challenge you to learn about your personality and
leadership style, learn about the styles of others, and learn how to think on
your feet when responding to questions. Whether you are seeking a job or you
are gainfully employed, by understanding the needs of others you will become a
more valuable person, employee, manager and leader.
Don Straits, CEO and Dragon
Slayer, Corporate Warriors
Don is recognized as a nationwide authority on contemporary job search
strategies and technologies for executives. His organization produces
world-class online multi-media resume portfolios and provides out-of-the-box
coaching for his/her clients. Don can be contacted at don@corporatewarriors.com or (916)
630-4545.