Interview Question

[Warhammer]

I've mentioned before that I am in the process of interviewing for a position that I would absolutely love. I recently found out that the one issue that the hiring manager has regarding me is that he questions whether or not my aggressiveness is due to needing a job, or if I am that way with my clients. Aggressiveness meaning the ability to constantly look for ways to close the client on business or generate an action list.

My problem stems from two facts:

1) The previous salesman in the area had zero drive. He was a former distributor salesman and was more an order taker than anything else. When things got tough, he started lying about what he was doing.

2) On my personality test (this guy places a lot of creedence in these tests) I scored very high in persuasiveness and insight. My two lowest scores were organization (which I knew) and drive.

I am not supposed to know that his issue with me is his questions about my motivation (which I am reading as drive).

So my question is how do I approach this situation regarding my drive and show him that it is really a moot point? I've tried to come up with several approaches but need some help figuring out which way to go:

1) Lay it all out on the line. I have another job hanging out there, but the one that I really want is this job. The problem with this approach is that it really doesn't address the point aside from the fact that I now have a fall back and will still aggressively pursue this job.

2) Tell the guy that with the break in the interviews that I've had some time to reflect on our past discussions and interviews. I've been able to prove that my organizational short-comings are something that can be worked around. I have followed up every Thursday or Friday and have followed up by phone the next Monday or Tuesday depending upon when my email was sent. That shows interest in the position as well as organization as I have been very consistent in doing so. However, I have not been able to prove how my drive is not an issue. One could look at my follow-ups as indications of my drive. The fact that I attempt to close out every meeting with either an action list or a plan for moving forward should be viewed as drive. Outside of that, what else can I do to prove my drive? The only thing I can do is tell you that after my third year I will make the President's Club (top 10% of all salesmen) and be there for at least the next 10 years, barring moving up to his position when he moves up or leaves the company.

3) Along the same lines as #2 above, but just leave it at what else can I do to overcome this objection of yours? Ask the direct question and see what he comes back with.

Out of the above, I prefer #2. According to my recruiter, these guys are not fans of someone taking another job while they go through the interview process. I can certainly understand this if someone is currently employed, but I think (and my recruiter agrees) that its a little unreasonable for someone who is unemployed to be held to the same standard (for example, if I was to turn down my current offer, I would lose my unemployment benefits). This way I don't make any waves or create any other problems for myself by saying that I already have another offer or job. The problem with #2, is that he might not look at that as a satisfying answer.

#3 is my second choice. I like being direct, and it shows that I can be direct with a customer. However, I am at his mercy regarding how he responds. After my second interview, I asked him if I had overcome his concerns about my drive. He said yes. So he said one thing, but reality is another.

#1 is my least favorite choice, primarily because I don't want him to throw it back in my face. However, I can always take the approach that the fact that I am there talking to him is proof enough that I want his job, and that I am not just being aggressive because I am unemployed.

Anyone have any suggestions?

[Raiders Army]

I think you have it all laid out nicely. Go with #2, but I'm not sure I would address your organizational skills unless asked. It's never a good idea to bring up your shortcomings unless they bring it up.

That being said, use your persuasiveness (that you scored highly) to prove that you have drive.

[Marc Vaughan]

Definitely #2 imho - best of luck.

[digamma]

#2 actually sounds pretty whiny to me. I'd much rather someone tell me the truth that they really want the job, but need some indication on status because they have another offer on the table. You can work bits of #2 and #3 into the conversation.

[Warhammer]

Originally Posted by digamma

I'd much rather someone tell me the truth that they really want the job,

Been there, done that.

Originally Posted by digamma

but need some indication on status because they have another offer on the table. You can work bits of #2 and #3 into the conversation.

This is where the problem comes up. The recruiter I am dealing with has worked with this company for 7 years. He told me that these guys are liable to tell me to just take the other offer if I try to use it for leverage or try to use it to pressure them. Given the way he is looking at me, I think he would assume I am using it as a pressure tactic.

#2 is not meant to be whiny in any way. It is supposed to be me telling the guy that I have done everything I can think of to overcome his objection, the last thing I can do is guarantee my performance. You want to have a sales guy that is confident in his abilities, and everywhere I have been I have been in the top quarter of all salesmen.

[chesapeake]

If you gut is telling you to go with the second option, listen to it. You need to believe in what you are saying to be the most credible, and your gut is usually telling you what you believe in the most.

[Dr. Sak]

Can't you combine a bit of 1 and 2. Tell him that you really want the job, realize your short comings and will do all it takes to improve them.

[Marc Vaughan]

I like the idea of admitting to short comings and showing what you're actively doing to over-come them - this shows drive and determination imho.

I've sometimes second interviewed people and had them demonstrate that they've taken on board feedback from the earlier interview and its always something I see as a positive myself.

[Warhammer]

Originally Posted by Marc Vaughan

I like the idea of admitting to short comings and showing what you're actively doing to over-come them - this shows drive and determination imho.

Agreed. I know the guy I am interviewing with does not look at my organization as a detriment at this point.

The thing that hacks me off about this whole thing is that if I had a job prior to interviewing with them, it would not be an issue at all...