Closing the deal in your final interview
By Ken Pelczarski, Contributing Editor | TLT Career Coach November 2024
Build upon discussions from previous interviews.
As a job interview moves into the late stages, you may realize that the opportunity is something you really want and for which you are exceptionally qualified. Perhaps you have already had one, two, three or more telephone, video or in-person interviews. This is the ideal time to try to close the deal and ensure that you emerge as the top candidate.
For purposes of this article, I define “closing the deal” as concluding the final interview with the knowledge that the employer fully intends on making you a job offer barring any unforeseen circumstances. This means that the employer will not be arranging additional interviews for new candidates.
When you are invited for a final interview, you may be the only candidate being pursued by the employer. If there is another strong candidate still competing for the job, however, and he/she has not yet had their final interview, I would advise that you still attempt to close the deal. You would be approaching your final interview in the same manner, but the employer’s hiring decision will be dependent upon how you compare to the other candidate.
Going all out to close the deal in your final interview is contingent, of course, on your belief that 1.) you will not find a better career opportunity for yourself and 2.) the employer will not find a better candidate for the job than you.
So how do you approach the final interview?
The strategy that I recommend is to build upon discussions from previous interviews. The focus in the final interview should be on 1.) what you can do (e.g., experience and capabilities) and 2.) what you want to do (e.g., motivation and career goals).
Promote your skill set, capabilities, experience, accomplishments and education (“what you can do”):
There will not be time during the final interview to cover all points listed below, so emphasize those items that are most relevant to your background and to the job opening.
Experience
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You have direct experience from a competitor.
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You have many years of experience in the same products and/or markets.
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You have experience in small and large companies as well as start-ups.
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You have extensive volunteer experience.
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You check all the boxes in the job description.
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You have multiple references who will vouch for your experience and accomplishments.
Accomplishments
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You have had a high level of success in a similar role.
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You have always exceeded company goals, quotas and expectations.
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You have positively affected the company bottom line.
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You have been promoted several times with your current employer.
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You have numerous publications, presentations and/or patents to your credit.
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You have received several high achievement awards.
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You do not believe there is another person who can achieve greater success than you in this position.
Capabilities
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You are capable of achieving the main objectives in this role.
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You are an effective leader of direct reports.
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Your experience will enable you to be productive from day one.
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You are known for gaining respect and increasing morale among coworkers and subordinates.
Skill set
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Your soft skills include communications, leadership and creativity.
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You work well in a fast-paced environment with constant deadlines.
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You have an innate ability to learn new concepts and technology quickly.
Education
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Your degree gives you an excellent foundation of training.
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You have completed numerous courses and seminars for continued education.
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You possess professional certifications pertinent to the job.
Promote your career goals, motivation, short and long-term fit and interest in the opportunity (“what you want to do”):
There will not be time during the final interview to cover all points listed below, so emphasize those items that are most relevant to your career goals and to the job opening.
Career goals
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Your career goals align well with the open position.
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The level of responsibility in the job meshes well with your current goals.
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This position offers opportunities for new learning as well as expanding the scope of your skill set.
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This opportunity offers the kind of personal growth you are looking for.
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This position is a great next step for your career.
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This position is the best opportunity that you have seen among several for which you have interviewed.
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You do not anticipate any other opportunities to come along that would compare to this one.
Motivation
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You have tremendous passion for the type of work involved in this position.
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You are eager to sink your teeth into this role.
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You would be motivated to achieve at a high level in this role.
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You are excited about becoming a key part of the company’s growth plans.
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It is excellent timing for you to make a career move right now.
Interest in the opportunity
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You can envision yourself in this job being happy and challenged daily.
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You are thrilled that you will utilize most of your skill set in this role.
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You have a keen interest in the company’s core business and technology.
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You are comfortable and impressed with each management team member whom you have met.
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You are happy that the company supports your participation in technical societies such as STLE.
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Your spouse and entire family support you fully in your pursuit of this opportunity.
Short and long-term fit
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The company and the position appear to be outstanding long-term fits for you.
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The company’s overall leadership style should bring out the best in you.
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The position fits well with your hands-on leadership philosophy.
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This position allows you to use your creative skills.
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You could see yourself in this role for years to come.
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You are an outstanding cultural fit for the organization.
Additional topics that may be worth covering in your final interview include compensation, travel, relocation and employment agreements.
Compensation. Salary is a delicate subject, so be careful about discussing it in the final interview. If you have been earning a higher salary than the company is offering, though, you may want to help close the deal by clarifying your views on compensation. Reassure the employer that you are comfortable with considering a job offer that is within or close to their ideal range. Emphasize that the opportunity is what is most important to you and that you are confident that the financial part can be worked out.
Travel. If the job involves heavy travel and you happen to love travel, express this as a selling point to the employer. It is often difficult for employers to find candidates who are willing to do heavy overnight travel.
Relocation. If you are a local candidate, sell this as an advantage to the employer. If you do require relocation, emphasize that the employer can treat you almost like a local candidate because your move would be relatively easy and inexpensive. If you have an affinity to the new location, promote that you would like to settle into the new area long term.
Employment agreement. If you do not have a non-compete agreement, remind the employer of this fact. If you do have such an agreement, make clear that it should not be an issue and there would be little or no risk to you or the employer.
After you have had a successful final interview, be sure to follow up promptly with a thank you email to reinforce your main talking points. Remember to emphasize both your capabilities and your interest.
It can be extremely difficult to find the right long-term opportunity that fits with your career goals. Once you find it and make it to the final interview, prepare to do everything in your power to close the deal.
Ken Pelczarski is owner and founder of Pelichem Associates, a Chicago-based search firm established in 1985 and specializing in the lubricants industry. You can reach Ken at (630) 960-1940 or at pelichem@aol.com.