Prepare yourself: A firm job offer can turn squishy

By Joyce Lain Kennedy | Workplace Q&A

Dear Joyce: After interviewing with several managers, my wife thought she had a job offer and accepted it. On Wednesday, when she called as instructed to see when she would begin training, she was told the offer had been re-evaluated by management and to call again on Friday. It was fortunate she hadn’t quit her other job yet, because on Friday, my wife was told another candidate was “more qualified” for the position, and the offer was withdrawn. Needless to say, we are shocked and angry. This company has shown a disgusting disregard for a person’s time, effort and feelings. Other than making a video for YouTube, any recourse? – F.F.

Employers have long been known to occasionally leave jilted job seekers at the door. Always request a written job offer letter that nails down the terms and conditions of employment. But I wouldn’t abandon a job-search campaign until the day starting work on a new job. I might even wait a week before closing my job-search shop, in case the job didn’t turn out as represented. If your new position requires relocation or quitting your present job, pay an employment lawyer to review the written offer for unexpected vulnerabilities.

Take honest approach about being fired

Dear Joyce: I was fired, and to be frank, my performance was poor. I was in a difficult period in my life, and I really didn’t like the job. I will not get a good reference, no matter how much I beg. What do I say when interviewers ask me if I quit or was fired? – V.E.

Try the truth topped with a promise: “I will not repeat the unfortunate experience I had at XYZ. The job was not as I initially understood it, and I discovered it was a bad fit. I admit I didn’t live up to my potential, but I have gained a valuable lesson from that teachable time. I know I have to choose carefully and do a top job from now on. I intend to be one of the best employees you’ll ever have.” Keep the conversation moving – do not slip into a play-by-play recounting of your teachable time. Instead, try to pivot to a discussion of your strengths.

When the conversation doesn’t flow the way you hope and you sense that you haven’t resolved the employer’s doubts , you may as well meet the objections head-on. Otherwise, lingering doubts will keep the employer from making an offer. Then restate the benefits you offer and your resolve to be a wonderful employee. Conclude by asking, “Will you give me the chance to prove my value to you?”

Be a salesperson in your interviews

Dear Joyce: I’ve had several interviews that went like a dream, but others were hired. Why? – S.T.J. At least two dozen things could have happened, from insider influence to a better-qualified candidate. The best you can do at your next interview is try to draw out objections or reservations and overcome them, as a good salesperson would. Ask: “How do my qualifications match up to specifications for your ideal candidate?” Jump in and close any gap. Learn closing techniques from job-search books, including my “Job Interviews For Dummies, 3rd Edition.” These range from “What are the next steps in the hiring process?” to “Is it OK if I check back if I have questions?”

Shake your nerves and play up strength

Dear Joyce: I’m a 40-something marketing manager competing with 20-something candidates for a position I want managing several retail stores. The decision interview is next week. Although I have the stronger background, I’m nervous. Suggestions? – I.J.H. Play to your strength. Emphasize your mastery of the profit picture versus technical tasks that a trainee could handle. Add conversational depth to your interview by reading about retail trends, names and jargon. Put a lid on your high-stakes shakes and win the job.