Why You Didn’t Get a Callback After the Phone Interview
Phone interviews suck, and not just for the candidate- they’re no picnic for the hiring manager either.
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The Harsh Reality
As a sales leader, I’d typically have 4-6 phone screens per week, and each took about a half hour. Beyond the time investment, many were frustrating or just plain dull. In each case, I had already reviewed the persons resume, so their background wasn’t the issue. It was the way they engaged with me, the way they sold (or didn't sell) themselves. Today we’ll review traps to avoid so you’ll be ready to crush your next call.
What's the Purpose of the Phone Interview, Really?
It’s not really an interview- it’s a screen. For the hiring manager, the purpose is to avoid wasting time doing an in-person interview if the person isn’t a fit or isn’t strong enough. It’s that simple. Everything I asked during a phone screen was designed to suss that out.
Put simply, it's your job to make these calls interesting, not the hiring manager.
What Does "Good" Look Like?
The hiring manager is your prospect, and this is your sales call. This is your opportunity to show me (the hiring manager) all of the awesome sales skills you have! You need to demonstrate how you build rapport, probe, present, and close- and do it all without being too obvious since I’m in sales as well. Beyond these basics, what I value most of all is the ability to parry. How do you handle objections? What about stalls? A good hiring manager will throw these things out on purpose just to see how you treat them. If you let them go over the net or give a weak response, you’re telling me that’s how you’ll behave with a prospect, so… you’re out. This conversation should represent your absolute best from a skill standpoint. After all, aren’t we essentially on a first date here?
Some Other Quick Tips
Wrap Up
A great phone screen sets the tone for every subsequent conversation and can lead to fast & lucrative offers. Stick to the points above, remember to have fun, and there’s no stopping you. Now go crush your next call!
Oh and one other point- a good recruiter will help you develop these skills even more. If you're getting sent in blind, given 30 minutes to prep for a call, or just generally being treated like some sort of product, something is wrong.