Interviewing In The Zone

Excerpts from a presentation to Students at the University of South Florida)

“Now on to one of my favorite topics, interviewing. Truth be known, effective interviewing is nothing more than effective communications. And it’s as much about delivery style as it is about content. Here’s a key phrase to write down: Interviewing in the zone is not only about what you know, but how you feel about what you know. In other words, you need to be prepared for the questions - yes. But you need to deliver your message with confidence, purpose, and passion. Does this makes sense?

“First let me ask this intelligent audience a question. When athletes are about to perform, what are they thinking about? Are football players studying their playbook before they come out on the field? Are skaters and gymnasts studying their routines before the big performance? No! Peak performing athletes prepare by getting in the zone - mentally! In fact, most coaches will tell you that gold-medal performances require NO THINKING at all.. That’s right, just watch a golfer try to “think” her way through a shot. It will end up in the water! Performance time is NOT the time to think - it’s the time to become “emotionally - instinctively engaged.” If an athlete has prepared properly - and that’s the first step to interviewing in the zone, preparation - than the difference between winning and losing is the “mental” part. In the end it’s not how well prepared you are, but at what level of intensity you perform.

“One of the greatest sporting events I have ever witnessed was the 1980 Winter Olympics when a rag-tag bunch of college kids laced up their ice skates and proceeded to beat the mighty Soviet Union in hockey. Were they prepared? Yes. Was the powerful Soviet Union team prepared? Yes. Who was the better team, physically? No doubt, the Soviet team. Who came to play at a higher “emotional” level? The American kids and they brought home the “Gold” because they were “emotionally - instinctively engaged.”

A young cocky kid named Cassius Clay climbed in the ring in 1964 and, against all odds, beat the mighty Sunny Liston. Both were prepared physically, but Cassius Clay fought “in the zone.” You see Clay, who later changed his name to Mohammed Ali became the “greatest” because he successfully blended physical ability with mental discipline and fortitude. In fact, more times than not, he psyched out his opponents and won the fight before he got in the ring. And I’m sure you can all think of times when the underdog - the team or person with the less talent - won. And I’m here to explain why. Talent without “emotional - instinctive engagement,” is wasted energy – a recipe for disaster.

What does all this have to do with interviewing for a job? Interviewing is no less a performance than a sporting event. Interviewing is no less a performance than opening night on Broadway. Interviewing is no less a performance than the Presidential Debates. Remember the Presidential Debate between Kennedy and Nixon. Nixon won according to the few who listened to the debates on radio but lost in the eyes of the masses who watched it on television. Why? Apparently, Nixon’s content was better than Kennedy’s, but his physical delivery was inferior. To excel in the interview - to interview in the zone - you have to be well prepared with your material, yes. But more importantly, you must deliver it with energy, enthusiasm, passion, and confidence. You’ve got to connect with your audience - Nixon did not.

Study communications in any major university and you’ll discover that communications is made up of three basic components: 1) Physiology, 2) Tonality, and 3) Language (words). 55% of all communications is physiology, 38% is tonality, and only 7% is language or words. So when you prepare for an interview, if you’ve spent 90% of your time rehearsing answers to tough questions, understand that you have invested 90% of your time on something that only makes 7% of the difference. We’re warned, “You never have a second chance to make a good first impression.” You know, - dress for success, proper grooming, a firm handshake, eye contact, a warm smile, and so on. And now you know why! Because 55% of all communications is physiology. Physical impressions linger long after the words are forgotten.

Remember when our parents told us that it’s not “what we say, but how we say it?” That’s tonality. Listen to a speech delivered by a presenter in a monotone voice - and chances are you’ll fall asleep. Listen to that same speech delivered by a Robin Williams or Whoopi Goldberg, and they’ll keep you sitting on the edge of your seat. The lesson here is clear. In order to interview in the zone, you must demonstrate emotion and passion – and it must be done instinctively. This doesn’t mean you have to become a “Type A” personality and bounce off the walls. What this does mean is that you fully connect with interviewers, build rapport, and communicate in a way that gets them excited about you and your value to their organization. I advise my clients to listen to their favorite music before an interview - to do whatever they have to do to “pump themselves up,” and to perform at their peak-performing, high-impact, emotional best.

Most people don’t interview well simply because they don’t feel emotionally well going into the interview. And as a result, instinctively, they come across as nervous, uncomfortable, and unsure of themselves; often times cocky and arrogant to over compensate for their emotional fears . They’re not in control. Their passion is not instinctive – and it shows. And the consequences can be severe.

Look. there is NO substitute for preparation – that alone will provide a candidate with confidence and poise. Know the company you’re interviewing with and be prepared to answer these four questions at the beginning of the interview: 1) What do you know about our company, 2) Why do you want to work for us? 3) What are your key skills and qualifications, and 4) How do you see your skills and qualification contributing to our organization? Prepare for the tough questions, for sure. But spend more time preparing your delivery. Work on your smile. Work on your gesturing. Spend hours and hours in front of the video camera and get feedback from family members and friends. Or hire a professional career coach – hey, even a drama or speech coach. Better to make a mistake in the living room than in the boardroom.

In the end there are “3 P’s” that allow you to interview in the zone: Preparation, purpose, and passion. Prepare with a clear purpose, and be sure there is passion, energy and enthusiasm in your delivery. That will separate you from the competition - and then your only problem will be choosing which job offer to accept!