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Beggar’s Mentality
by Pat Schuler

For those who have seen the movie or the play Oliver, there is one scene people remember, even if they remember nothing else from the movie. They remember poor young Oliver, with his empty gruel bowl, saying, “Please, sir, Can I have some more?”

As you interview, are you unconsciously carrying the same attitude with you?
Are you intimidated by the interviewer?
Are there questions you know you should be asking, but don’t?
Are you reluctant to take a stand or negotiate because you seriously need the job?
What do you need to change in your approach or in your “mental stance” to make sure you don’t sound like Oliver Twist with his bowl?

Ask yourself, if you were the hiring manager, whom would you prefer to hire? Someone who is cringing, diffident or uncertain, or someone who has the confidence of their convictions, experience and expertise? Whom do you trust more? Whom do you prefer to work with when you are buying, working on a team or on an assignment? Who is less likely to surprise you with a roadblock because they haven’t asked enough questions up front?

Remember: You are entitled to ask questions and you’re entitled to the answers, AND to call a time out if you don’t like the answers you get. In fact, research and experience show that for many executive and sales positions, failure to ask tough, probing questions will eliminate you from consideration very quickly. And failure to negotiate not only leaves money on the table that could have been in your salary offer, it signals to the hiring executive that you may not have the guts or the savvy for the job.

You’re entitled to know what comes next, and you’re entitled to say NO, this isn’t a fit. And you’re entitled to learn how to do this gracefully. So that you don’t risk the potential position, if it’s one you really want. A good strategy is to practice this skill in low probability interviews so you get comfortable. Then, you’ll be comfortable using it in the interview for the position you really want.

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"Pat Schuler is a Business Development Coach and Sales Trainer. She is also President and founder of The Gemini Resources Group, which helps business, technical and sales professionals increase their revenue a minimum of 30 %. Clients learn to unfold the mystery that sometimes surrounds selling skills as they move from anxiety and fear to action and success.

Contact The Gemini Resources Group at kitt@geminipro.com or 763-533-2806 to find how you can see revenue increases of 30% minimum.”