<p><strong>Question</strong></p>

<p><em>I'm terrible at interviews! I get hung up on seemingly basic questions. What are the most awkward-yet-basic questions I need to be prepared for? And can you tell me how to answer them?
</em></p>
<p><strong>Answer from Executive Job Coach Dana Manciagli</strong></p>

<p>That's a hard question because so many people blow it on seemingly simple interview questions. Here's what I'll do: I'll pick three that are common-yet-challenging for most of my clients and readers. To give you more help, I dedicated two full chapters on interviewing in my book, "Cut the Crap, Get a Job! A New Job Process for a New Era."</p>

<p><strong>1. "Tell me about yourself."</strong></p>

<p>Nine out of 10 candidates blow this common-but-awkward question. It's awkward for the candidate because it is SO big and broad. The secret to answering it — make three points then stop talking:</p>
<ul>
<li>First sentence: Summarize your education.</li>
<li>Second sentence: Summarize your work history.</li>
<li>Third sentence: Summarize why you are here today, interviewing for this position.</li>
</ul>

<p>Example: I have a Bachelor of Science degree from UCLA in economics from 1995. I have seven years of operations experience in Fortune 500s such as Boeing and five years of finance experience, with a successful track record of execution excellence. I am here today because you are looking for someone with solid performance in ________ and _______ (from their job description).</p>

<p><strong>2. "Why should I hire you over other candidates?"</strong></p>

<p>This is another common-yet-awkward question because it triggers self-doubt and you don't know the other candidates. The secret to answer it — make three points then stop talking! Pull all three from THEIR job description. This question is not about YOU…it's about THEM.</p>
<ul>
<li>First sentence: You are looking for someone who can do ___________. I have excelled in that for three years.</li>
<li>Second sentence: You need someone who is ______________ and __________ and I can give specific examples where I have proven this is a core competency of mine.</li>
<li>Third sentence: You are looking for someone who is passionate about your company, your industry and this particular job. I really want this job, and I know I can deliver superior results for you and work well as a team member.</li>
</ul>

<p><strong>3. "Give me an example where you have failed."</strong></p>

<p>This is awkward because they use the word "failed" and you are supposed to tell a story. The secret to answer it: DON'T tell a horrific story that throws yourself under the bus.</p>

<p>A recent client of mine (an ex-CEO) shared a story about how "I took a pilot into a nationwide expansion and missed the numbers, so I underperformed." The interview was over.</p>

<p>The secret to answering: Give a "middle" example, but one that shows self-awareness AND what you learned:</p>
<ul>
<li>I lead a major cross-team initiative but learned later that two people weren't fully on board. I should have met with each person individually, and I have done just that ever since.</li>
<li>I had to analyze and synthesize tons of data into a report for senior executives. I spent so much time proofing my data and cross checking that I finished it at the last minute. Since then, I have enlisted an extra pair of eyes to review my work, and I complete things earlier.</li>
<li>In sales, I called on a major prospective client for six months, continuing to work with the people responsible for making the buying decision. However, I should have also worked the executive suite, including the CFO, with a value proposition that appealed to them. I learned how to do both effectively.</li>
</ul>