The One Interview Technique that Gets Real Answers

by Steve Bruce, hrdailyadvisor.blr.com

In real estate it’s location, location, location, and in interviewing it’s probe, probe, probe. Typically the candidate’s first answer to your interview questions will be reasoned and impressive—and well rehearsed.  It’s by probing deeper that you’ll get real insight.

Asking probing questions is the key to eliciting meaningful information from well-prepared applicants. Here's an example of how your probing can reveal the real story.

You: Well, I'm looking for a stellar project manager, so tell me about an important project that you managed.
Applicant: I recently managed the computerization of our entire vendor/purchasing/inventory management program. 

(Great. Sounds like a winner—that's just what we need someone for.)

You: How did you do as far as bringing it in on time and on budget?
Applicant: I'm very proud of that.  With a year-long project, we were up and running and fully trained two weeks early.  The overall budget was $3.5 million and we brought her in at $3.34. 

(Is this a qualified candidate or what?  Seems great so far. Should we move on to some other topics? Let's probe a little bit.)

You: How many were on the team?
Applicant: 18.

You: Were you the team leader?
Applicant: Yes

(Wow, this candidate's going to be great, but maybe we should probe a little more.)

You: Who selected the software?
Applicant: Oh, the consultant did.  She was very sharp.

(Hmmm. The consultant?)

You: How were the team members selected?
Applicant: Well, my boss picked the internal members, and the consultant picked the technical people.

(Maybe this candidate's involvement was not as great as I first thought. Let's probe more.)

You: Who directed the day-to-day activities of the team?
Applicant: Oh, the consultant did that.  Very technical project, very technical.

(Wait a minute. What did the applicant do?)

You:  So how often did you meet with the team?
Applicant: I attended all the meetings to be sure that everything was going well. I sent out the reminder notices for the meetings and I printed up the agenda after the consultant worked it up.

You can see where this going. This candidate, who initially appeared to be a successful high-level project manager, was in reality a low-level coordinator. The candidate was never lying, but it took considerable probing to bring out a complete picture of his efforts.

Bottom line, especially when it comes to key responsibilities and accomplishments, probe, probe, probe.