Page 161 - James Caan - Get the Job you Really Want

This is all about psychology and timing. When I’m pitching
for business and we’ve finished the pitch and wrapped it up,
generally somebody from the meeting will walk out with me
to reception or the lifts. I’ll say, quite low-key, What’s your gut

feeling?

It’s a brilliant question. I ask it every single time. And every
single time it has the desired e≠ect: they will tell you, simply
because of the way the question is phrased. ‘What’s your gut

feeling?’ It is so open-ended.
Nine times out of ten they tell me something that proves
vital. They give me a nugget. They might say, ‘James, I thought
it was really good, but I think you’re going to be a bit expensive.’
That tells me exactly how to follow up the pitch. But they

would never tell me that negative in the meeting. People don’t,
because it is confrontational.
You can apply exactly the same technique when you are

being shown out after an interview. ‘How did I do? What’s
your gut feeling? Am I right for the company?’ I know some
people think that is too aggressive, too pushy. I buy all of that,
other than the fact that, if you don’t ask, you could have blown
the interview, never know why and never have the chance to

respond. You’ll never know. That’s the di≠erence: I want to know.
If I haven’t got the job, I want to know why.
The ninety seconds you have as you are accompanied back

to the reception area is a critical window in the whole process.
Because you and the interviewer have left the meeting room,
folded up your files, the normal guards are down. If you are
really smart, you will not waste the opportunity.

149 power