Attitude & Control

Always go into an interview with the feeling and attitude of confidence, maintaining a free exchange of ideas and questions with the interviewer. Approach the interview as if you are making a business deal and assume that an offer will be made.

By doing so, you can control the direction of the interview and steer the interviewer toward the areas that play to your strengths. Ideally, you should control 70% of the interview through your presentation and questioning.

Phases of an Interview

Most interviews can be divided into three distinct phases using the ICP (Impressing, Convincing & Persuading) model. Each phase consists of key elements as shown below.


This phase is extremely important because it defines what the interviewers first impression of you will be. As the saying goes, you never get a second chance to make a first impression.

By following a few simple guidelines, however, you can be sure to get started on the right foot. One of the first things to consider is your appearance. You should always:

  • Wear professional attire that is both clean and neat
  • Be well groomed
  • Exhibit good personal hygiene
  • Avoid using slang or jargon
  • Keep good posture, don’t slouch
  • Make and maintain eye contact
  • Listen attentively
  • Ask for clarification of difficult questions
  • Be enthusiastic and smile


Be honest and try to gain parity with the interviewer by using information from your experience and knowledge to reinforce what the interviewer already knows. Use statements such as, I’m sure you know … and Its no secret that … to show that you are attuned to the interviewer. These types of phrases are especially helpful in overcoming objections and in making your position on an issue clear.


During the Convincing phase of the process, you will likely have determined whether or not the position and company, for which you are interviewing, match your career objectives. If so, the Persuading phase presents a final opportunity to reiterate your interest in the position and explain why hiring you would be an intelligent investment.

It is important to use closing statements at the end of the interview and to establish a time-frame for a follow up interview or to identify the next steps in the procedure. Qualifications for a job are usually expressed in terms of what a person has done, but employers nearly always hire based on what a person will do. This process is called buying the future.  Therefore, you must let the interviewer know that you are confident that there is a match between the company and yourself in the areas of expertise, personality, and career goals.

This phase is your chance to discuss your strengths, weaknesses, accomplishments and goals. This should be done using an intelligent, factual and logical approach.

It is also during this phase that you will have an opportunity to demonstrate your preparedness. You should have a strong knowledge of the company with which you are interviewing. You should be up to date on trends within the specific discipline or field for which you are applying, as well as, the industry as a whole.

By understanding the company’s needs, you are able to convey the value you will add to their success. Remember, IDEAS SELL!!! If you have a solid idea based on your research of the company, which can help the organization, don’t fail to discuss it with the interviewer, however, be careful to discuss the what and not the how.

Finally, you should always ask about the career path for the position in question so that you can compare it to your own career goals and see if the position will allow you to accomplish those goals.