Interviewing is selling. It is more than answering questions, and it is more than bravado.

A number of years ago I taught a seminar to students about to graduate and who were preparing to interview. I worked with small groups of 10-12 and always began with a verbal test by asking: "How many of you want to be salespersons?" Given the composition of the groups, psychology and education majors, seldom did I see a hand go up. So I would ask the question a second time and perhaps a third time until "the lights went on." I emphasized that interviewing was more than answering all the questions right and passing the test.   It was selling!.

Contrast this with the person who announces with bravado, "I can sell myself, just get me in front of people." My response is to challenge them by asking: "So what is the message that you want others to hear?"

If they can answer this with a short, succinct response that highlights their strengths and experiences, and suggests what they are capable of contributing, I congratulate them for their exceptional abilities and wish them much success. But such people are a rarity. Most people need a lot of preparation to perform well in an interview.

Interviewing is selling. It is more than answering questions, and it is more than bravado.