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How To Sell Yourself In A Job Interview

Do you struggle with promoting yourself to potential employers? Read our guide to learn how to sell yourself in a job interview.

 

One of the most common pieces of job interview advice given to candidates is to “sell yourself”. In other words, do your best to persuade the interviewer of your worth and the value you could potentially bring to their company. In the interview, you are both the marketer and the product. While self-promotion may come naturally to some, for many of us this is a difficult task. However, it is important to master this skill in order to set yourself up for success in your job interview. 

 

 

The Art of Self-Promotion 

 

Hard work is the foundation of success—but it’s not enough. When you are job hunting, you cannot rely on the quality of your work to speak for itself. In order to land the opportunities you want, you need to be able to communicate your achievements and make your positive results visible to others. Some may think that self-promotion is merely an exercise in self-aggrandisement, however in reality the aim of self-promotion is to build up confidence in others so they trust you to take on a new challenge. 

 

Self-promotion boils down to what you say and how you say it. The words you speak should be compelling and credible. Your delivery needs to communicate confidence (not arrogance) through both verbal and non-verbal cues. In this guide, we will offer ten practical tips to help you learn how to sell yourself in a job interview setting. 

 

Many candidates find that working with a trusted recruitment partner can help them become more comfortable with selling themselves in a job interview session. Your recruiter can share general interview tips and conduct mock interviews to help build your confidence in the lead-up to an interview. They can also help you to identify your specific selling points for the role in question, so you can effectively make your case to the employer.

 

LinkedIn Poll: How to sell yourself in an interview

 

How to Sell Yourself in A Job Interview: 10 Tips 

 

Give Yourself Permission 

If you’re the kind of person who dislikes talking about yourself, then it’s important to work on becoming more comfortable doing this. This is a vital skill that will prove useful throughout your life. The first thing you need to do is to permit yourself to be positive and to take pride in your achievements. People who are naturally modest may find this difficult, but just remember that it is not prideful or arrogant to simply acknowledge what you’re good at. If you struggle with self-confidence, then it may also be worthwhile to read up on strategies on how to silence your inner critic. 

 

Start with the Job Description 

As part of your interview prep, you will need to read and re-read the job interview to gain insights into what the organisation is seeking. When reading the job interview keep one question in mind: “how can I add value?”. Grab a notebook and jot down desirable skills and qualities mentioned in the description that you feel apply to you. For each point, think of a time when you demonstrated this skill or quality. This exercise will help you to develop talking points that are relevant to the company’s needs. 

 

Practice Until It Feels Natural

If you dislike talking about yourself, practice can help a lot. Not only will this enable you to work out the kinks before the interview, but it will also give you a chance to become more comfortable with saying positive things about yourself. If possible, do a mock interview with your recruiter or with a friend. For more tips on how to calm pre-interview jitters, read our dedicated guide “How to Calm Your Nerves Before An Interview.”

 

FREE e-Book: How to Prepare For A Job Interview

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Physically Project Confidence

 

“Body language is a very powerful tool. We had body language before we had speech, and apparently, 80% of what you understand in a conversation is read through the body, not the words.” –Deborah Bull, Dancer & Broadcaster 

 

There are many nonverbal cues you can use to project confidence so be sure to consider your eye contact, hand motions, posture, and tone of voice. For example, you can communicate interest in what the interviewer is saying by nodding your head and leaning in slightly. 

 

Positive body language in a job interview 

  • Make eye contact 
  • Smile 
  • Keep your back straight back and your shoulders relaxed
  • Lean in slightly to indicate interest in what the interviewer is saying 
  • Keep your feet firmly on the ground 
  • Avoid fidgeting

 

Take Your Time

When you’re nervous, you may feel that your heart starts to race and your breathing becomes quicker. In a stressful interview situation, this may cause you to rush your responses and over-talk. To counteract this, try to answer questions mindfully. Before answering any question, take a quick pause to breathe and consider your answer (taking a sip of water can buy you extra time if needed). Remember, the interviewer will be far more impressed with a careful, considered response than a rushed one. 

 

Back-Up Your Answers With Evidence

In a job interview, it’s a good idea to back up your claims with supporting evidence. This will make you seem more credible and trustworthy. You can use statistics, stories and quotes to do this. The CAR (Context, Action, Result) Method provides a handy framework for answering questions: 

 

Q: Tell me about a time when you helped to turn around your team’s sales performance.

Context: “One of my previous employer’s sales divisions was experiencing decreasing sales – so I was brought in to help reverse the situation. My challenge was to manage the team effectively so they were able to exceed (not just meet) their sales targets.”

Action: “Over a six-month period, I introduced several initiatives within the team, including setting specific and measurable sales targets for each individual within the team; introducing weekly sales meetings for the team and for each individual within the team; and implementing a structured sales training program. I also conducted market research to identify what our main competitors were doing, set up focus groups with major clients to establish key goals, and introduced a new remuneration system that linked sales performance to remuneration packages.”

Result: “We increased sales by 60% and exceeded sales targets by 25% in the first quarter, and continued the upward trajectory throughout the next year.”

 

Look Good, Feel Good

Research has revealed that people form a first impression of someone within five seconds of meeting them. The way you dress has a major effect on how people first perceive you, so it’s important to get it right. What’s more, dressing the part will help you get into the right mindset before the interview (this is especially the case if you are interviewing remotely from home). 

 

How to Dress For an Interview: Top Tips

  • Match the formality of the company.
  • Wear comfortable clothing that you can easily move around in. 
  • Pay attention to the details (e.g. shoes, accessories). 
  • Wash and iron your outfit the day before your interview. 
  • When it comes to accessories, perfume and make-up, go for a “less is more” approach. 

 

 

Keep it Positive 

When it comes to interviews, a positive mindset can be infectious. As the old adage goes, “You catch more flies with honey than vinegar.” So what can you do to signal positivity during a job interview: 

  • Smile.
  • Show excitement for the role.
  • Talk about how the role ties in with your passions and interests. 
  • Try to skew your answers in a positive way and avoid bringing up negatives. 
  • Demonstrate a can-do attitude towards learning new tasks and skills. 

 

Ask Questions

Interviews are not intended to be a one-way street. Asking questions allows you to find out more about the role and demonstrate your enthusiasm. It also gives you a chance to subtly show off any research you have done. Well-crafted questions will mark you out as a curious, conscientious and astute candidate. Before leaving the interview, always ask about the next step and use this as an opportunity to reiterate your interest in the role. 

 

Quote Others 

Another way to sell yourself in an interview is to use “testimonials” i.e. use the words and recommendations of others. For example, you could cite some positive feedback you received in one of your annual reviews or perhaps a customer gave you a glowing review. 

 

10 Ways to Sell Yourself in a Job Interview - Berkley Recruitment Infographic

 

How to Sell Yourself In A Job Interview: Be Your Own Champion

The scientist Maxwell Maltz once said that “The most important sale in life is to sell yourself to yourself.” If you have confidence in yourself and in your abilities, this will shine through to anyone you speak with. So don’t be afraid to own your achievements and to be your own champion. 

 

via GIPHY

How to Answer the Salary Expectations Question in a Job Interview

When attending job interviews, many candidates dread the inevitable question about their salary expectations. The key to a successful response is to do thorough research and answer with confidence. Read our guide below to learn more about how to answer the salary expectations question in a job interview setting. 

 

 

Know Your Worth! 

 

“If you know what you’re worth, then go out and get what you’re worth.” ~ Rocky Balboa

 

It’s important to know how to value yourself in the job market. Having this knowledge will empower you to answer questions on salary expectations with confidence. What’s more, showing confidence will inspire others’ confidence in you and this can only benefit you in your job search. For more advice on how to build confidence before an interview, read our guide “How to Calm Your Nerves Before A Job Interview“. 

 

 

Why Do Employers Ask About Your Salary Expectations? 

 

Budget Considerations 

One reason why interviewers ask candidates about their salary expectations is to check whether these expectations align with their budget. Before proceeding to the next stage of the recruitment process, they need to know if they can afford to hire you. In many cases, the employer will have performed a thorough salary benchmarking exercise and will already have an idea of fair market rates. They will need to know if your expectations align with market averages and if this fits within their budget. 

 

Candidate Suitability 

The salary expectation question is also an effective way to gauge if the candidate is at the right career level for the position. A candidate who expects a much higher salary than the other candidates may be too senior for the role. Conversely, candidates who set out a low salary expectation may not have enough experience for the job.

 

To Check if the Candidate Knows Their Worth 

Enquiring about salary expectations is an indirect way to see how well the candidate knows their worth. A strong candidate will recognise the value of their skillset in the market and will be confident in sharing their worth. They will be able to work this out by factoring in the appropriate market value, their years of experience and their career achievements.

 

LinkedIn Poll - When it comes to job offers, is salary the ultimate deal-breaker

 

How To Research Job Salaries 

 

Research will play a key role in how you answer the salary expectations question. As part of your pre-interview preparation, you should invest some time and effort into researching salaries so you can answer this question with confidence. To get a clear picture of your worth in the current market, it is a good idea to cross-reference a few different sources. 

 

  1. Search online for up-to-date salary guides such as the recent publications by Berkley. You will find that some guides sort roles by years of experience and geography. 
  2. Don’t forget to inform yourself of the average contracting rates for your role. You can do this by downloading Berkley’s 2022 Contracting Rate Reports.
  3. Visit online jobs boards and look up similar jobs in your area. Check the job description to see if it includes salary information. 
  4. Don’t forget to talk to a recruitment consultant. At Berkley, our consultants are experienced experts in their specialised fields and will be able to advise you on average salaries for the position for which you are interviewing. Click here to book a free consultation. 

 

 

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What Factors Affect Your Salary Level?

Use your current/previous salary as a starting point

 

Location: When setting a salary, employers often factor in the local cost of living. For example, Dublin workers earn 15% more than their counterparts in other counties in order to compensate for higher accommodation, food and transport costs. What’s more, there may be a higher concentration of similar organisations in the area so there is a need to offer a competitive salary to attract top talent. 

 

Experience: Candidates who have a high level of skill, knowledge and business awareness honed by years in the job are considered to be highly valuable by employers. They can bring a level of unique expertise and insight that can only be learned through experience. As such, their salaries will continue to grow as they build up their experience. 

 

‘Hot’ Skills: Skills shortages have resulted in a candidate’s market in which employers compete for top talent. Professionals with niche, in-demand skills can command higher salaries at every level of their career. In Ireland, this is particularly prevalent in the IT, Data Analytics, Science, Financial Services, and Engineering sectors.

 

Company Size: Irish workers employed by large multinationals tend to earn more than those employed by smaller domestic organisations. For example, one study found that people employed by US multinationals in Ireland earn almost twice the average industrial wage.

 

Education Level: Studies have found that your earned income tends to increase depending on your level of education. For example, according to data from the CSO the median earned income for those with a Ph. D was nearly five times higher than that of a person with no education. This is particularly the case in Ireland, where the earnings advantage for adults with a third-level qualification is larger in Ireland than on average across OECD countries.

 

 

Strategies On How To Answer The Salary Question 

 

Deflect & Delay:

If you do not know how to answer the salary expectations question yet, then you can deflect it. Keep in mind that you will eventually have to discuss salary expectations, as such deflection will initially be the smart move. Delaying this conversation may put you in a better negotiating position later on in the process when you have convinced the interviewer that you are the best candidate for the job. As a rule, it’s best to keep your response short, polite and neutral. 

 

Sample Responses: 

  • “Before I answer you, I’d like to learn more about the role and the company so I can give you a more accurate salary expectation.” 
  • “I’m seeking a competitive offer that includes benefits and other kinds of compensation, but I’d like to learn more about the specifics of what this job involves  before I give my salary expectations.”
  • “Let’s discuss the role requirements and expectations first, so I can get a better idea of what you need.”

 

Turn the Question on Them

Another option is to diplomatically flip the question on to the interviewer. In doing this, you signal to them that you are flexible on salary and you offer them the chance to take the lead in answering the question. If you succeed in coaxing a salary range out of the interviewer, then this will give you a useful reference point to use later on in the process. However, you will still need to do your homework to find out if this is a reasonable offer that aligns with your expectations. 

 

Sample Responses: 

  • “That’s a great question—it would be helpful if you could share what the range is for this role.’’
  • “You likely already have an idea of your budget for this position and what it is worth to the company, so it would be useful to know the salary range that you have in mind”
  • “It’s hard to say as I don’t know how salaries are structured here. Is there health insurance, a bonus built-in somewhere, motor expenses, travel, holidays etc?”

 

Give a Range 

Eventually, you will need to answer the question. When that time comes, provide a range rather than providing an exact figure as this will show that you are willing to be flexible. When discussing your desired salary range, be sure to cite your research and give your reasoning.  

 

When setting your range, bear in mind that the employer may offer something on the lower end. As such, it’s a good idea to ensure that your target figure is quite close to the bottom number. We also advise you to keep your range somewhat narrow with a variance of no more than €5 – 10,000. However, take care not to set the amount too high or you could be considered overqualified.

 

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What Not To Say 

 

  • If possible, try to avoid answering the question. Use deflection and delay tactics to learn more about the job or find a way to turn the question on them. 
  • Don’t lie. When it comes to salary expectations, honesty truly is the best policy. 
  • Don’t give an exact figure as this may be much higher or lower than the budgeted salary for the role. 
  • Don’t be negative in how you answer the question. Keep your response short and your tone positive. 
  • Wait until they bring up the topic of money. Raising the issue of the salary too early on in the process communicates that you’re more interested in the paycheck than the position.
  • Don’t sound unprepared. Back up your answer by highlighting your reasoning and research. 

 

4 Strategies for Answering the Salary Expectations Question in an Interview - Berkley Recruitment - Infographic

 

Working With A Recruitment Consultant?

 

If you have partnered with a recruitment consultant for your job search, then it is highly unlikely that the hiring manager will ask you for your salary expectations. Rather you will privately discuss your salary goals with your recruiter and they will negotiate with the hiring manager on your behalf. The recruiter will advocate for you and help ensure a deal is reached that satisfies both parties. As such, going down the recruiter route is an ideal option if you dislike the thought of salary negotiations.

 

Advice From Our Consultants About How to Answer the Salary Expectations Question

When it comes to salary, always tell the truth about your current and expected package. This will help to eliminate any unrealistic expectations from both candidates and hiring managers. If you’re working through an agency then let the recruiter manage things as much as possible for you. However, if you’re asked about salary in an interview, ensure you’re giving accurate information. This is usually recorded by all parties, so saying one figure initially and another at the end of a process can cause issues with transparency. Remember, you are being asked about your current package so it can be improved on, not for any other reason.

 

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Key Takeaways: How To Answer the Salary Expectations Questions

 

As is the case with any interview question, confidence is key when discussing your salary expectations. You need to know your worth in terms of salary. In order to feel confident in your response, do plenty of research about average salaries in your field and don’t forget to factor in any relevant factors. Be strategic in your answer so as to put yourself in the best position possible. For more advice on how to answer the salary expectations question in an interview, why not book a free consultation with one of Berkley’s in-house recruitment experts.

 

 

Download our 2022 Salary Guide Reports to Learn More Today!

 

Liked This? Why Not Read Our Other Guides On Commonly-Asked Job Interview Questions

 

Job Interview Checklist (Infographic)

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Need to prepare for an important job interview? Scroll down to the infographic below to read our ultimate job interview checklist.

 

The job interview is probably the most critical step of the job search journey.  It will give you an opportunity to show the hiring manager that you’re the best person for their job. As Roy Keane once wisely said, “Fail to prepare, prepare to fail.” Investing the time to prepare for an interview in advance can be a big help in terms of securing a job offer. Thorough preparation will allow you to stand out from your rival candidates as your answers be more well-informed and in-line with the values of the interviewing organisation. What’s more, doing your homework is one of the best ways to help you feel more calm and confident before the big day.

 

Download our FREE e-Book: How to Prepare For A Job Interview

Preparing for Your Job Interview

Preparing for a job interview takes time and focus. In fact, one study reveals that job applicants spend up to seven hours researching the company before their interview. To help you get prepared, our consultants have created a handy checklist of pre-interview tips and tricks. This useful infographic guide will help you to stay organised and focused in the lead-up to your next job interview. It covers:

  • Getting ready for the interview
  • How to research the company
  • Tasks to complete the day before the interview
  • Tasks to complete right before the interview
  • How to prepare for a remote interview
  • Things to remember during the interview
  • Steps to take after the interview has taken place

Complete the steps below and show the interviewer that you’re the best candidate for the job.

Read our Job Interview Checklist

 

Job Interview Checklist Infographic

 

If you need more help in advance of your interview, why not request a free consultation with one of our experienced recruitment consultants.

 

Book A Free Consultation

How to Calm Your Nerves Before A Job Interview

You’ve submitted your CV and done the prep, now all that’s left is the interview. Read our guide to discover how to calm your nerves before a job interview.

 

No matter how well-prepared you are, nerves are a normal part of the job interview process. According to a survey from JDP, 93% of job candidates have experienced anxiety related to their interview. To stop your nerves from getting the best of you on the big day, read our guide for ten stress-busting techniques.

 

 

10 Ways to Calm Your Nerves Before A Job Interview

 

1. Be Prepared

 

“By failing to prepare, you are preparing to fail.” – Roy Keane

 

Investing plenty of time into preparation is the best way to build up your confidence before an interview. Before your interview, be sure to set aside time to do the following:

Don’t forget to schedule a chat with your recruiter before the interview. They will be able to give you useful information about the company as well as some insights into their hiring processes.

 

linkedin poll- how do you research an employer before a job interview

 

2. Focus on Your Breathing

Right before the interview, take a mindful moment so you can relax and achieve a clear state of mind. Breathing exercises and meditation are highly effective ways of keeping anxiety at bay. An article from the University of Michigan explains, “Deep breathing is one of the best ways to lower stress in the body. This is because when you breathe deeply, it sends a message to your brain to calm down and relax. The brain then sends this message to your body. Those things that happen when you are stressed, such as increased heart rate, fast breathing, and high blood pressure, all decrease as you breathe deeply to relax.” A 2011 review article in Health Science Journal compiled some of the top health benefits of deep breathing techniques, these included:

  • decreased fatigue
  • reduced anxiety
  • better stress management

 

 

3. Pump Yourself Up

According to data from JDP, 64% of candidates listen to music to get them into the right mindset before an interview. A 2014 study from Northwestern University revealed that participants who listened to high-powered, bass-heavy music showed improved performance during interviews. Just as an athlete will listen to an empowering tune to get pumped up for an event, you might listen to some motivational music for a pre-interview confidence boost.

 

4. Practice Visualisation

Visualisation is a technique used by many top athletes to give themselves a pre-game confidence boost. Tiger Woods, Muhammad Ali and Jack Nicklaus have all attributed part of their success to practising visualisation. Psychology Now explains the reason why visualisation works: “Mental imagery impacts many cognitive processes in the brain: motor control, attention, perception, planning, and memory. So the brain is getting trained for actual performance during visualization.” Set aside some time before your interview to visualise what a successful interview would look like.

To do this:

  • Lie down in a quiet space. Shut your eyes, and fully focus on your breathing.
  • Once you feel relaxed, imagine yourself entering the interviewer’s office. Think about the various colours, light, shadows and objects in the room. What does the interviewer sound like when they greet you?
  • As you settle in, imagine yourself smiling warmly and the interviewer is smiling back. Once the interview commences, visualise yourself confidently and successfully answering the interviewer’s questions.
  • Visualise what a successful outcome would look like. For example, at the end of the interview, you might imagine the interviewer say something like “You’re hired” or “Welcome to the team!”

 

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5. Practice Positive Self-Talk

Put simply, self-talk is your internal monologue. Sometimes, self-talk can be positive, uplifting and encouraging. Other times, it can be distressing, pessimistic and demotivational. Before an important event like a job interview, it’s important to pay attention to this as it can have a huge effect on your mindset. Use positive self-talk to silence your inner-critic. Be kind to yourself and practice self-compassion. If a nasty thought creeps into your head, try to distract yourself or challenge the self-criticism by asking whether it’s even true.

via GIPHY

 

6. Get a Sweat On

 

“After a fast-paced game of squash or several laps in the pool, you’ll often find that you’ve forgotten the day’s irritations and concentrated only on your body’s movements… As you begin to regularly shed your daily tensions through movement and physical activity, you may find that this focus on a single task, and the resulting energy and optimism, can help you remain calm and clear in everything.” – Mayo Clinic

 

One great trick to help calm your nerves before an interview is to exercise. Not only does exercise help take your mind off the upcoming job interview, but it is also a proven stress-reliever and confidence-booster. Studies show that exercising reduces levels of stress hormones (e.g. cortisol and adrenaline) in the body and stimulates the release of feel-good chemicals. On the day of the interview, set yourself up for success by going for a brisk walk, a dip in the pool or a half-hour yoga session.

 

FREE e-Book: How to Prepare For A Job Interview

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7. Maintain Good Posture

 

 

Studies show that maintaining good physical posture not only projects confidence but it can also help you to feel more confident in yourself. A 2009 study found that people who sit up straight were more likely to believe thoughts they wrote down while in that posture concerning whether they were qualified for a job. Before and during the interview, be sure to do a quick posture check:

  • Is your back straight?
  • Are your shoulders relaxed?
  • Is your chest lifted from the breastbone?
  • Are both your feet firmly resting on the floor?

 

8. Plan a Nice Treat

Sometimes distraction can be a useful tool. While preparing for your interview, you should also plan something to look forward to afterwards. This will give you something else to focus on so that you’re not wholly consumed by interview anxiety. Perhaps you could plan an activity you enjoy or arrange to meet a friend for a delicious lunch. A lot of hard work went into applying for the job and preparing for the interview, you have earned a reward!

 

9. Drink Tea Not Coffee

Be strategic in what you eat and drink on the day of the interview. Avoid coffee directly beforehand as this may leave you feeling jittery. For your pre-interview caffeine boost, try a calming cup of green tea instead. According to Healthline, “Many people report having more stable energy and being much more productive when they drink green tea, compared with coffee.”

via GIPHY

 

10. Make A Gratitude List

Another effective way to calm your nerves before a job interview is to make a “Gratitude List”. According to the JDP survey, 6% of respondents said that they made a Gratitude List as part of their interview preparations. A gratitude list involves writing a list of good things that you appreciate in your life and/or career. This exercise can help to relieve stress and increase feelings of positivity. As the career coach, Katherine Street writes, “people with a greater sense of gratitude are less depressed and neurotic, and more agreeable and open — traits that are attractive to employers.”

 

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How to Calm Your Nerves Before A Job Interview: Key Takeaways

It’s natural to experience anxiety throughout the job interview process. However, it is possible to learn how to calm your nerves before an interview through the right combination of preparation and self-care. It may also help to approach a recruiter who can prep you for the interview and advise you on job interview techniques so that you feel more relaxed ahead of the big day.

 

10 Ways to Calm Your Nerves Before A Job Interview - Berkley Infographic