(Steve) Tom Washington has helped you prepare for your interviewing. In this tape he will help you psychologically prepare for an upcoming interview. It is intended to be listened to at home just prior to the interview, or as you drive to the interview. Listen to it before each interview, to fully prepare yourself for a peak performance.

Congratulations. You're on your way to an interview. You're nervous and excited at the same time. That's fine, a little nervousness will get the adrenaline flowing and cause you to be sharper. You won't be overly nervous, however, because you're prepared, you know what to expect.

Remember that every time you open your mouth it is to sell yourself. At every opportunity you will share a vivid story from your experience because you know the employer will remember you better. You know the interviewer will be convinced that you have the ability you claim to have. You will neither be bragging, nor be overly modest, but you will come across as confident and competent. With each answer you will add as much weight to your side of the scale as possible.

You're going to be sharp from the first moment you shake hands with the interviewer until the moment you leave the interview. You know how important first impressions are so you will have a pleasant smile on your face, you'll tell the employer that you're glad to meet him or her, and you'll be full of energy.

From the beginning the interviewer will realize that you are focused and that you have real goals. When appropriate you will drop in little comments which reveal that you have researched the company. You will stand out from among your competitors..

Let's cover some interviewing principles:

An interview is simply an opportunity for two people to meet and determine whether an employer-employee relationship will prove beneficial to both parties. You are going to sell yourself, but at the same time you are going to determine whether you truly want the position.

Interviewing is a two-way street. You're not begging for a job, you're an equal.

The employer is on your side. He or she has a need and has every reason to hope you are the right person for the job. Keep the employer on your side through active listening and demonstrating real interest in the position and the organization. Detect what the employer's needs are and then show how you can meet them.

An objection is not a rejection, it is a request for more information. If an objection, or reservation is raised, you will not become defensive or apologetic.

Let the employer talk. Just listen. As you listen, learn everything you can about the organization, the job, and your prospective boss. When you have an opportunity to speak, and you will, the points you cover will consistently hit the mark.

You're going to increase your chances for a second interview by being on time, listening intently, demonstrating potential and enthusiasm, appearing relaxed, providing brief, well thought out responses, and asking a few, intelligent questions.

You know that hiring decisions are made on emotion. If the interviewer likes you or recognizes you have excellent potential, that person will find a way to hire you. Hiring decisions are made on emotion, but then justified with logic.

Concentrate on giving examples of your accomplishments. Accomplishments are the best way to demonstrate your potential. Stress how you can benefit the organization.

Be yourself, but also be your best. If you tend to be overly aggressive, you will tone it down today. If you have strong opinions on everything and rarely hesitate to express them, today you will pause and take just a moment to determine if saying it is really in your best interest. If you tend to be too quiet and reserved, today you're going to be more outgoing and enthusiastic.

You have reviewed your resume so you are prepared to elaborate on any point that is found in your resume.

The self-confidence you've been working on will really show through in your interview. You've recalled past accomplishments and you know you have a lot to offer. Whether you are interviewing for a job you are highly experienced in, or a job which will require you to stretch, you know you have what it takes to do an outstanding job.

You're going into the interview with your own agenda. You know the experiences that you want to share. You know they will help add weight to your side of the balance scale, so you will look for opportunities to share them.

Now I'd like to walk you through the interview you are about to have and describe what will happen. You have left with time to spare so you know you will get there on time, even if you run into unusual traffic. You will arrive at the employer's parking lot, or find a parking space near by. You will relax for a few minutes as you go over your game plan. You will review your agenda. Then, arrive at the employer's office about five minutes before the appointed time. You will be extremely courteous to each employee you meet. You will have a nice smile on your face.

You have said the interviewer's name out loud several times so you cannot forget it. If you are unsure of the pronunciation you will ask the secretary. As the employer comes in to greet you you stand, and pleasantly shake the person's hand with a firm hand shake.

As you enter the person's office you will pause just long enough to allow the employer to point to the appropriate chair.

You are going to come across as an interesting person. All of your responses will be concise and you will stay on target. You can be confident of this because you've practiced your responses to various questions numerous times. You know what you want to say.

As you go through the interview you are practicing your intuition. You are detecting any biases the interviewer may have and then looking for ways to overcome those biases.

By listening intently and by using your intuition you are identifying any problems or challenges that the employer faces. If the employer has not come out and admitted the problem or challenge, test your hunch by explaining how you have the ability or experience to resolve the perceived problem. The interviewer's body language will tell you if you're scoring points. If the interviewer asks follow-up questions you know you've scored. If you receive no affirmation that you're on target, merely wrap up your statement and move on to other points.

You are listening with everything you've got. When the interviewer is speaking you are totally dedicated to listening to that person. Not only is your mind fully engaged, but your eyes, and your whole body language is letting the person know you are fully listening. Employers like people who truly listen. Your active listening will help keep the employer on your side.

Throughout the interview you are allowing the interviewer to control the questions while you are controlling the content. As you learn more about the position and the person you would work for, you are looking for opportunities to sell your knowledge, experience, and abilities that you believe will put the greatest weight on your side of the scale.

Objections do not phase you. You know that everyone has to face one or more objections. So you are simply ready for them. You've predicted what objections you might face and prepared good responses. If you can't completely neutralize it, at least you will minimize its impact. Then you will score big on other questions and make them forget their reservations.

You are maintaining your enthusiasm throughout the interview. You know how important enthusiasm is to the success of the interview, so you are doing everything possible to keep your enthusiasm at a high level. Every ten minutes you do your enthusiasm check and then raise your enthusiasm level when appropriate.

Whenever possible you quote former supervisors and customers to show how much they appreciated and valued you.

As the interview progresses you know that the interviewer is consciously or unconsciously determining if he or she likes you and would enjoy working with you. Throughout the interview you are projecting and selling a winning personality. You will do that by demonstrating your many fine qualities. These might include your being cheerful, cooperative, diplomatic, emotionally stable, energetic, enthusiastic, flexible, friendly, goal oriented, growth oriented, loyal, open-minded, optimistic, patient, persistent, reliable, resourceful, self-confident, sincere, and many others.

In addition to your personality skills, you are also selling your transferable skills. It may be your human relations skills, your planning skills, your speaking skills, or your organizing skills. Whatever your strengths are, you are prepared to sell them.

Throughout the interview you are remembering to back up what you say with specific examples. With all of your many accomplishments and your varied experiences, you have examples to back up virtually every skill you possess. Use whichever experience seems to be most appropriate at that point in the interview. Describe the experience so vividly that you know the person will remember it.

You also realize that numerous skills and qualities are demonstrated by your actions. Your cheerfulness, diplomacy, energy level, enthusiasm, friendliness, self-confidence, sense of humor, and sincerity will all come through loud and clear through your actions. Because you are aware of this, and because you know how important it is to sell such qualities, you are at your best.

Even if you have some reservations about the job you will sell yourself to the uttermost. You know that even if the job presented does not match your needs, you may be able to get some portions of the job changed before you start, while other portions could be changed over time. For that reason you will give everything you've got in order to obtain a second interview and ultimately the job offer. You will refuse to allow your enthusiasm to diminish just because you see some things about it that you don't like. What you want is a job offer. Ultimately you may turn it down, but without an offer you have no opportunity to negotiate for what you want.

If you are asked to describe your experience in an area where you have no experience, you will sell your related experience. Don't apologize, simply tell the interviewer the experience you do have which is similar or related.

Always emphasize what you can do for them. Employers love to sense that they are interviewing a person who is loyal and gives everything to the job. You will say nothing which might give an impression that you are only concerned with what the organization will do for you.

Throughout the interview you are keeping the employer enthusiastic about you by demonstrating how you can make money for the organization, save money, solve problems, and reduce the stress and pressure that your future boss is under. As you succeed you will cause the employer to actually visualize you on the job and handling it effectively, even if you are missing some key experience or knowledge.

The interview is drawing to a close. The interviewer threw you a curve or two, but you handled them. It was fun. It was challenging. You see some real opportunities in the job and you want the offer. You were enthusiastic throughout and you sold yourself at every opportunity. You shared several experiences to more thoroughly sell your capabilities. You could tell the employer likes you.

The interviewer has indicated the interview is over. You rise to shake the person's hand and once again you express your interest in the position. You ask what the next step will be and when you might expect to hear from them. You state your confidence in your ability to handle the job and you leave -- knowing you have given it your best effort.

Before you listen to the next one minute portion, park and just listen. Repeat what I say.

I am positive and upbeat.

I am prepared and confident.

I am constantly selling myself.

I look for opportunities to share accomplishments and results.

I am relaxed yet sharp and ready for anything.

I am positive about myself, even when objections are raised.

I am friendly, open, and sincere.

I quickly establish rapport.

I am an interesting person and the employer is enjoying the interview.

Through my sincerity and openness my credibility is established.

I am likable.

My potential comes through loud and clear.

I listen intently to everything the employer says.

I use my intuition and insight to identify potential problems or challenges.

I am enjoying the interview. It's challenging.

I sold myself throughout the interview.

The employer likes and respects me.

The employer knows I can do the job.