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Q: Why do you want to work 

TRANSFORMING OBJECTIONS

  One of the best ways to respond once a concern has been expressed is with the feel, felt, found sequence. “I understand how you feel about my educational background. My first employer felt the same way. What he found was that my skills and dedication to the job were more important than the number of college units I had.” The first sentence acknowledges feelings, the second reinforces the first with an example, and the third gives a specific response. Try it, the next time you encounter an objection. You will discover that the feel, felt, found sequence is a powerful way to respond in an interview.

This approach works with other senses too. For the visually dominant, it is “I see what you mean; others saw it that way too; now they look at it differently.” For those for whom sound is most important, “I know what you are hearing; others heard it that way too; now they are singing a different tune.” Where mental processes dominate, it is “I understand what you are thinking; others thought that way too; now they think about it differently.” Use your own words and the language appropriate to the situation, of course, but remember this three-step sequence for handling concerns.

Success is going from failure to failure with great enthusiasm.