Who: The a Method for Hiring by Geoff Smart & Randy Street

Author:Geoff Smart & Randy Street [Smart, Geoff]
Language: eng
Format: epub
Tags: Management, Fiction, Human Resources & Personnel Management, General, Business & Economics, Development
ISBN: 9780345510440
Google: 24_NW09lIqQC
Amazon: B001EL6RWY
Publisher: Ballantine Books
Published: 2008-08-19T00:00:00+00:00

MASTER TACTICS

Now you know the basic Who Interview. After training thousands of managers on this approach, we commonly hear that it is surprisingly easy to do. It is conversational. It is natural. And it delivers immense amounts of relevant data.

However, first time users tend to struggle with the same issues for this approach to interviewing. We have listened to that feedback and offer five master tactics to make the interview as easy and effective as possible.

Master Tactic #1: Interrupting

You have to interrupt the candidate. There is no avoiding it. You have to interrupt the candidate. If you don’t, he or she might talk for ten hours straight about things that are not at all relevant. It may feel rude to interrupt somebody who is enthusiastically telling you a story about that smelly pig farm in Kentucky that was right next to the corporate offices. However, we think it is rude to let somebody ramble. It hurts their chance of having time to cover important events in their career. So interrupt the person once you think they are going off course. You will have to interrupt the candidate at least once every three or four minutes, so get ready.

There is a bad way and a good way to interrupt somebody during an interview.

The bad way to interrupt somebody is to put up your hand like a stop sign gesture and say, “Wait, wait, wait. Let me stop you there. Can we get back on track?” This shames the candidate, implies that they have done something wrong, and makes them clam up for good. You will really struggle to get the person to open up after that.

The good way to interrupt somebody is to smile broadly, match their enthusiasm level, and use reflective listening to get them to stop talking without demoralizing them. You say, “Wow! It sounds like that pig farm next to the corporate office smelled horrible!” The candidate nods and says “Yes!” and appreciates your empathy and respect. Then you immediately say, “You were just telling me about launching that direct mail campaign. I’d love to hear what was that like? How well did it go?”

See the difference in rapport? The shut-you-up approach really deflates the candidate’s willingness to reveal information to you. The I’m-really-excited-to-hear-more-about-such-and-such approach keeps the rapport high, and gives the candidate a new and more relevant topic to tell you about.

It is through maintaining very high rapport that you get the most valuable data, and polite interrupting can build that rapport.

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