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Knock 'em Dead Job Interview: How to Turn Job Interviews Into Job Offers
To amaze and impress job interviewers, you need the formulas for answering tough questions. With these handy flash cards, career wizard Martin Yate shows you how to display those essential transferable skills, behaviors, and values that "every" employer wants.When you've mastered these cards you'll not only get the job; you'll be on the road to long-term career success.
256 pages, Paperback
First published January 1, 1994
267 people are currently reading
369 people want to read
About the author
Martin Yate
63 books18 followersMartin Yate, CPC, also publishes as Martin John Yate.
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Displaying 1 - 29 of 29 reviews
April 15, 2022
4.25 - The book was full of good information and reasoning, although I felt that some parts were a bit odd and overly formal or outdated. Overall a very informative read.
You must demonstrate technical skills as well as a body of knowledge of the industry.
Telephone Interview
When a potential employer asks you to tell them about yourself, they are asking for your background in relation to the job. If areas of common interest arise between yourself and the interviewer, comment on them because people are more likely to hire people that are like themselves. When asked what you know about the company, admire the company's achievements, and research why the company is a good place to work. When asked how much experience you have, you should answer in terms of time and performance. When applying for a job and you are told to speak to HR, reply with agreeing and asking whom specifically you should speak to and of which position. Try to turn the interview from a one-way examination of your skills, into a two-way conversation between professionals with a common interest. Do not bring up money or benefits in a telephone interview. Nod slowly to signal interest. The goal with the interview is to just secure the job offer, not negotiate. When asked closed-ended questions, give brief yet, thorough answers. At the end of the interview, ask when the decision will be made. Acceptable reasons to give for leaving a job are location, lack of advancement, underpaid, pride/prestige, and job security. When asked why you left your job, keep the answers short and don't offer more information than was asked. Never complain about a manager, because they will wonder if you will badmouth them the same way in a couple of months. When asked about your greatest strength, first talk about technical skills, then a transferable skill. When asked about your greatest weakness, talk about a minor part of the job that can be picked up quickly, a weakness with no relation to the job, something you are actively improving, or something that only a very forward-thinking person would see as a weakness. When asked what bother you most about the job, talk about aspects of the job that everyone in the profession agrees is an annoying but important part of the job, and end on a positive note. When asked about a time when things went wrong, don't redirect blame, end with how you fixed the problem, or how you fixed it the next time, and a statement about what you learned. When asked what you are looking for in your next job talk about, working with a similarly committed team, working for a good company with a solid reputation. When asked what you offer that the other candidates cannot, smile and say that you can't know the other candidates' capabilities, "but what I bring is" and demonstrate your grasp of the job's responsibilities. When asked about what your greatest achievement was, you can relate it to your job. When asked about a time that frustrated you at work, acknowledge the frustration, then put it aside in favor of achieving the goal. When asked what interests you least about the job, talk about something that everyone complains about, but conclude with acknowledging that it is vital to the job. (a rude patient) When told that you are not suitable for the job, ask "Why do you say that?", and respond with the technical skills that you have and your ability to quickly pick up new skills, or talk about the motivation you bring how skill is nothing without motivation, ending with "Wouldn't you agree?" In the end, ask questions such as "who succeeds in this job and why", "who fails in this job and why", "what are the major projects of the first six months", "what will you want me to have achieved after ninety days/six months", "what will my first assignment be". When asked to rate yourself, give yourself an 8 and say that you give your best effort, but there is always room for improvement and education. When asked what you worry about, talk about the worries that a professional in your job would have. When asked what makes you better than your coworkers, say that you "try not to think that way because it is detrimental to teamwork, but some qualities that I think make me outstanding are". When asked what bothers you on the job, talk about something that would bother good workers, such as people who don't pull their weight, and express how it bothers you, but you never get angry and keep calm. Only speak positively about previous employers' bosses. A survey found that executives who listed group sports/activities among their extracurricular activities make an average of $3000 per year more than sedentary colleagues. When asked when you expect a promotion, answer by saying that you can not expect a promotion without meeting the necessary performance criteria and becoming enough of an asset to the company that you are deemed promotable, and end by saying that you will also have to be apart of a company that has the growth necessary to provide such an opportunity. When asked to tell a story, ask for clarification and if none is given, talk about your professional life in a way that makes you look good. When asked what you have learned from previous jobs, talk about how nothing gets done without teamwork or how it's better to ask stupid questions than make stupid mistakes. When asked what the worst thing you have heard about the company is, answer by saying that they are hard to get an interview with and that they demand a lot from their employees, but you like that because you are looking to gain expertise and professional growth. When asked how you got your last job, the interviewer is looking for the initiative. As a recent graduate, the interviewer is looking for initiative and willingness to learn and grow. When asked what college you chose to attend, the interviewer is looking to examine your reasoning processes. Don't be afraid to ask for clarification. In tightly run job races, intelligent enthusiasm will set you apart. The purpose of the follow-up is to show intelligent enthusiasm, remind the interviewer of who you are, and set yourself apart from other candidates. "If this is the final interview and the decision is imminent, you should follow up within 24 hours, or sooner, as the timeframe demands." In your formal follow-up email, you should make the following points: the date and time that you met with the interviewer, and the title of the target job, you paid attention to what was said in the interview, why you can do the job, you are excited about the job, and that you have the experience to contribute to those first major projects discussed in the interview. You can also use the follow-up email to add new relevant information, answer questions that you didn't properly address, introduce aspects of your experience that you forgot to include. If the hiring decision will be made soon, try to send a follow-up email a little over 72 hours before the decision date. In your email, the content should cover: "We last met on _____ and have been talking about _____ job." "I can do the job and this is why (talk about the technical skills you bring)", "I am excited about the job and this is why (talk about how you can contribute to first projects and your desire to join a great group of people)", "I will make a good hire and this is why (talk about the transferable skills and professional values that you bring)", "I want the job. What do I have to do to get it?" Never lie about past salary. When asked how much you want to be paid, offer a range that puts you in the running, but doesn't tie you down to a specific number (the range that you give should range from fair pay to your dream number, as pay can always negotiate downward). When asked how much you want to be paid reply with "If I'm qualified for this job, which I am because of A, B, and C, I feel sure you'll make me a fair offer. What is the salary range for this position?" Once, given a range, if it intersects with your range, reply with, "Excellent! We certainly have something to talk about, because I was looking for between _____ and _____. Obviously, I'd like the latter. How close do you think we can get" or "That's certainly something we can talk about. I'm looking for between _____ to _____. How much flexibility is there?" The offer that is given to you is usually fairly close to the final offer. There is no risk in asking if there is any flexibility in salary. Whatever the initial offer is, always give it one realistic push for more. Then lower the tension by moving away from money and addressing other aspects of the package, such as benefits or other incentives. Other benefits or incentives to consider are a signing bonus, title promotion after a specified period, a year-end bonus, stock options, retirement plans, pension, life insurance, financial planning, assistance, paid sick leave, personal days off, travel compensation, overtime, and vacation. Don't try to renegotiate salary for the third time. When given a written offer, take the time to have it explained and take it home to see if you agree with that interpretation; if in doubt, take it to an employment lawyer. Make sure there is a severance agreement, and if not, ask for one (1 month of salary for every year of employment). Once an agreement has been reached, mention how excited you are about the new job and reply to the offer in a formal written letter.
You must demonstrate technical skills as well as a body of knowledge of the industry.
Telephone Interview
When a potential employer asks you to tell them about yourself, they are asking for your background in relation to the job. If areas of common interest arise between yourself and the interviewer, comment on them because people are more likely to hire people that are like themselves. When asked what you know about the company, admire the company's achievements, and research why the company is a good place to work. When asked how much experience you have, you should answer in terms of time and performance. When applying for a job and you are told to speak to HR, reply with agreeing and asking whom specifically you should speak to and of which position. Try to turn the interview from a one-way examination of your skills, into a two-way conversation between professionals with a common interest. Do not bring up money or benefits in a telephone interview. Nod slowly to signal interest. The goal with the interview is to just secure the job offer, not negotiate. When asked closed-ended questions, give brief yet, thorough answers. At the end of the interview, ask when the decision will be made. Acceptable reasons to give for leaving a job are location, lack of advancement, underpaid, pride/prestige, and job security. When asked why you left your job, keep the answers short and don't offer more information than was asked. Never complain about a manager, because they will wonder if you will badmouth them the same way in a couple of months. When asked about your greatest strength, first talk about technical skills, then a transferable skill. When asked about your greatest weakness, talk about a minor part of the job that can be picked up quickly, a weakness with no relation to the job, something you are actively improving, or something that only a very forward-thinking person would see as a weakness. When asked what bother you most about the job, talk about aspects of the job that everyone in the profession agrees is an annoying but important part of the job, and end on a positive note. When asked about a time when things went wrong, don't redirect blame, end with how you fixed the problem, or how you fixed it the next time, and a statement about what you learned. When asked what you are looking for in your next job talk about, working with a similarly committed team, working for a good company with a solid reputation. When asked what you offer that the other candidates cannot, smile and say that you can't know the other candidates' capabilities, "but what I bring is" and demonstrate your grasp of the job's responsibilities. When asked about what your greatest achievement was, you can relate it to your job. When asked about a time that frustrated you at work, acknowledge the frustration, then put it aside in favor of achieving the goal. When asked what interests you least about the job, talk about something that everyone complains about, but conclude with acknowledging that it is vital to the job. (a rude patient) When told that you are not suitable for the job, ask "Why do you say that?", and respond with the technical skills that you have and your ability to quickly pick up new skills, or talk about the motivation you bring how skill is nothing without motivation, ending with "Wouldn't you agree?" In the end, ask questions such as "who succeeds in this job and why", "who fails in this job and why", "what are the major projects of the first six months", "what will you want me to have achieved after ninety days/six months", "what will my first assignment be". When asked to rate yourself, give yourself an 8 and say that you give your best effort, but there is always room for improvement and education. When asked what you worry about, talk about the worries that a professional in your job would have. When asked what makes you better than your coworkers, say that you "try not to think that way because it is detrimental to teamwork, but some qualities that I think make me outstanding are". When asked what bothers you on the job, talk about something that would bother good workers, such as people who don't pull their weight, and express how it bothers you, but you never get angry and keep calm. Only speak positively about previous employers' bosses. A survey found that executives who listed group sports/activities among their extracurricular activities make an average of $3000 per year more than sedentary colleagues. When asked when you expect a promotion, answer by saying that you can not expect a promotion without meeting the necessary performance criteria and becoming enough of an asset to the company that you are deemed promotable, and end by saying that you will also have to be apart of a company that has the growth necessary to provide such an opportunity. When asked to tell a story, ask for clarification and if none is given, talk about your professional life in a way that makes you look good. When asked what you have learned from previous jobs, talk about how nothing gets done without teamwork or how it's better to ask stupid questions than make stupid mistakes. When asked what the worst thing you have heard about the company is, answer by saying that they are hard to get an interview with and that they demand a lot from their employees, but you like that because you are looking to gain expertise and professional growth. When asked how you got your last job, the interviewer is looking for the initiative. As a recent graduate, the interviewer is looking for initiative and willingness to learn and grow. When asked what college you chose to attend, the interviewer is looking to examine your reasoning processes. Don't be afraid to ask for clarification. In tightly run job races, intelligent enthusiasm will set you apart. The purpose of the follow-up is to show intelligent enthusiasm, remind the interviewer of who you are, and set yourself apart from other candidates. "If this is the final interview and the decision is imminent, you should follow up within 24 hours, or sooner, as the timeframe demands." In your formal follow-up email, you should make the following points: the date and time that you met with the interviewer, and the title of the target job, you paid attention to what was said in the interview, why you can do the job, you are excited about the job, and that you have the experience to contribute to those first major projects discussed in the interview. You can also use the follow-up email to add new relevant information, answer questions that you didn't properly address, introduce aspects of your experience that you forgot to include. If the hiring decision will be made soon, try to send a follow-up email a little over 72 hours before the decision date. In your email, the content should cover: "We last met on _____ and have been talking about _____ job." "I can do the job and this is why (talk about the technical skills you bring)", "I am excited about the job and this is why (talk about how you can contribute to first projects and your desire to join a great group of people)", "I will make a good hire and this is why (talk about the transferable skills and professional values that you bring)", "I want the job. What do I have to do to get it?" Never lie about past salary. When asked how much you want to be paid, offer a range that puts you in the running, but doesn't tie you down to a specific number (the range that you give should range from fair pay to your dream number, as pay can always negotiate downward). When asked how much you want to be paid reply with "If I'm qualified for this job, which I am because of A, B, and C, I feel sure you'll make me a fair offer. What is the salary range for this position?" Once, given a range, if it intersects with your range, reply with, "Excellent! We certainly have something to talk about, because I was looking for between _____ and _____. Obviously, I'd like the latter. How close do you think we can get" or "That's certainly something we can talk about. I'm looking for between _____ to _____. How much flexibility is there?" The offer that is given to you is usually fairly close to the final offer. There is no risk in asking if there is any flexibility in salary. Whatever the initial offer is, always give it one realistic push for more. Then lower the tension by moving away from money and addressing other aspects of the package, such as benefits or other incentives. Other benefits or incentives to consider are a signing bonus, title promotion after a specified period, a year-end bonus, stock options, retirement plans, pension, life insurance, financial planning, assistance, paid sick leave, personal days off, travel compensation, overtime, and vacation. Don't try to renegotiate salary for the third time. When given a written offer, take the time to have it explained and take it home to see if you agree with that interpretation; if in doubt, take it to an employment lawyer. Make sure there is a severance agreement, and if not, ask for one (1 month of salary for every year of employment). Once an agreement has been reached, mention how excited you are about the new job and reply to the offer in a formal written letter.
July 14, 2017
Worthy read for Job Hunters
This was a useful read to think about interviewing. To date, the preparation was a bit overkill for the 4 interview that I have conducted, it did help me prepare my thoughts and considerations. Additionally, it opened my eyes to potential pitfalls in some answers.
If you are in the job market, I think this is a must read.
This was a useful read to think about interviewing. To date, the preparation was a bit overkill for the 4 interview that I have conducted, it did help me prepare my thoughts and considerations. Additionally, it opened my eyes to potential pitfalls in some answers.
If you are in the job market, I think this is a must read.
September 4, 2025
Speaking from a position of little experience, the book appears to provide sound advice and it has been working for me so far. The author is coming primarily from the sales industry after his sales career writing in 2012, and it shows - sometimes in a good way and sometimes less so in my opinion. As a former salesman, Yate emphasizes the sales aspects of obtaining an interview and helped me view the job search as an effort to sell yourself with the objective of getting offers. I think the book overall will help me reshape my job seeking strategies to achieve my goals in job searches now and in the future. Unfortunately, I feel his advice is sometimes specifically tailored towards sales and previous generations. Some of the advice, such as stating your weakness as not being able to catch up with current technologies first probably isn't as applicable to younger generations, and second, probably does not apply as well to jobs in the Computer Science, IT, and Data Science fields. It seems to me that changes in technology are also changing how applications are filtered through, how applicants communicate with job seekers, and how interviews are initiated and conducted. As such, I think an updated edition is very much needed.
August 3, 2022
I need to relisten to this book.
November 1, 2025
In Knock ’em Dead Job Interview: How to Turn Job Interviews Into Job Offers, Martin Yate delivers a no-nonsense guide to mastering the art of the job interview. Drawing from decades of experience, Yate provides tough-love advice on preparing for scrutiny, showcasing transferable skills, and developing a professional persona tailored to your target job. He emphasizes the importance of addressing skill gaps, understanding hiring managers’ perspectives, and navigating challenges like age discrimination and tricky interview questions. Complete with sample questions and actionable strategies, this guide equips readers to approach interviews with confidence and secure the job offers they’re after.
February 4, 2022
A good book with plenty of helpful information to secure a job offer. I am impressed with some details about how to handle interview questions and steps to prepare before an interview. The book ends with a section talking about how to take care of your health, which is something many job seekers and professionals neglect during their careers. In the end, a career is a marathon, not a sprint; therefore, strategic planning and sharp execution are needed at every level and detail. I highly recommend this book for those who want to prepare for job interviews or simply want to reset their careers.
August 13, 2023
2.5-3.
Some of this book is severely outdated, and some of it is purely bad advice, in which he encourages you to be as amiable to horrible situations as possible (encouraging you to say your move a doctors appointment for a meeting, for example??). Additionally, there’s a whole gigantic list of potential interview questions…of which i don’t think I’ve ever heard of 90% of them.
Despite this, there’s also some good advice in there, mainly in terms of organization and concepts to keep in mind. But uh…yeah, not the best thing ever.
Some of this book is severely outdated, and some of it is purely bad advice, in which he encourages you to be as amiable to horrible situations as possible (encouraging you to say your move a doctors appointment for a meeting, for example??). Additionally, there’s a whole gigantic list of potential interview questions…of which i don’t think I’ve ever heard of 90% of them.
Despite this, there’s also some good advice in there, mainly in terms of organization and concepts to keep in mind. But uh…yeah, not the best thing ever.
August 27, 2017
First two to three chapters and the methods to answer interview questions were the only parts I found useful as I'm not at the stage to use the other elements yet.
October 14, 2017
An easy to read and follow book. Really helpful for job interview prep.
December 25, 2019
Very informative. It will be interesting to apply these suggestions and see what the results are.
Read
April 1, 2020Some good techniques, some basic common sense. Helpful in getting my present job.
April 8, 2020
Good word
August 1, 2020
This book has some really great questions - particularly the behavioral questions. However it feels out of date now in 2020.
October 21, 2020
Great for practicing interview questions. Recommended
May 25, 2022
Helpful guide highly suggested by colleague
Read
December 4, 2022Still super relevant. Good advice.
February 23, 2017
Good answers on some tough questions I get asked all the time and Yate manages to fill in some snippets of advice on how you should manage some of the early priorities in your career.
I found the chapter on recently graduated students especially interesting.
Must read if you're planning on job hunting and you feel like you're missing that final hurdle in the race.
I found the chapter on recently graduated students especially interesting.
Must read if you're planning on job hunting and you feel like you're missing that final hurdle in the race.
May 30, 2021
It was an insightful read with practical examples. A good read especially if one still has a job contract--just to avoid being overwhelmed with high-standard sample answers.
September 9, 2013
I picked this book up because I knew I going to be going on some interviews and I thought I'd give it a try for some extra help. This is a well written book that gives lots of advise and tells you what to do or not do for an interview. I didn't read everything in here as I skimmed through some parts that weren't relevant to me and the jobs I was looking at, but this book was still worth checking out from the library. Overall I would give this 3 1/2 stars and I'd recommend this to anyone who has some questions about interviews, what they may be asked, what to say, how to dress, and what to do.
June 14, 2015
There is some good information here and things to think about, however I was disturbed by how the author basically told you to go ahead and answer any illegal questions you are asked and then at the end of the section said that "Outright discrimination these days is really quite rare."
Read
December 31, 2012Never read a job hunting book before, but I actually found this fairly useful.
July 17, 2013
These books are excellent references and extremely useful in getting back into the market.
November 12, 2013
Excellent reference book to prepare for a job interview in fact any interview.
July 11, 2014
This was a really helpful book! It gave me a lot of useful insights and was written in a style enjoyable to read.
April 22, 2016
Thorough. Comprehensive. Focussed. Full of practicable advice. Interesting. Target readers:: freshers & little more than fresher job seekers.
May 18, 2016
A great resource to with prepping for an interview.
November 24, 2019
The book provides useful, relevant and clear guidance that helped kick up my interviewing skills a notch.
October 12, 2017
There are a few good tips in this book. A lot of it is common knowledge, so I rate the book as average.
Displaying 1 - 29 of 29 reviews