Rule 1.

After the initial introductions, a good place to start is with questions around the past, present, and future of the company. Tell me a little bit about where the company has been, where are you at present and where you see the company going in the next 5 and next 10 years? Having already done your research, feel free to build the question around what you learned. “I know the company was founded in 1929; it appears that you have enjoyed a steady growth of…..”

Rule 4.

Questions around the strength and direction of the organization are also excellent probing questions. Ask them what their strategy for winning is and how do they differentiate themselves from the competition. Do not hesitate to ask what challenges they face.

Rule 2.

Make a personal connection. People hire people they like. Show an interest in the interviewer based on your pre-interview research. It could be their education, previous employment, etc. Mention the number of years they have been at their present company and ask what attracted them to the opportunity. Also, ask them why they are still with the organization. It gives them a chance to share personal insight into the company.

Rule 3.

Now, dig into the opportunity. You should ask questions to help frame your answers. You might ask: What characteristics do your top performers share within the company and perhaps in past companies? Whatever common traits they describe will be the attributes they are currently looking to find in you. WRITE THEM DOWN and once you have an opportunity to respond, use those same characteristics to frame your answers and sell yourself to the organization.

Rule 5.

Finally, get specific! There are questions that you need answered before you decide to move to next step. One way to transition is to ask how the company will define success in this role at the end of the 1st year and 3rd year. Also be sure and ask what career growth can be expected when you perform beyond expectations.