When you are looking for a position in the pharmaceutical field, remember that you will need to send out 10 resumes to secure one interview. Of course, this is simply an average and you may experience an increased percentage of interviews depending on your location, network contacts, and resume quality. Regardless of how you get the interview, that is your opportunity to sell your skills, experience and ability to generate income. But to present yourself well during an interview requires you to recognize the distinct difference between a rejection and an objection.

Everyone has to overcome at least one objection before getting a job offer. Unfortunately, there are those who see an objection as a rejection and these people often give up and sabotage their own success during the interview process. This makes it essential that you recognize an objection and what you can do to overcome it.

First, remember that an objection is not a rejection. It is an opportunity for you to provide more information. Many times, an objection is merely the need for reassurance on the interviewers’ part that you are the best fit for the position. If you can effectively field objections, you increase your chances of receiving a job offer.

Next, you need to anticipate any objections you may face. To do this, you must honestly assess your background, education and experience from the perspective of an interviewer. You can enlist the help of friends to do this, or even better, seek the advice of a career coach. Some of the most common objections you may face are:

• You do not have enough experience
• You were fired from your last job
• You history indicates job hopping
• You have a major gap in employment
• You lack a degree for a position that traditionally requires one
• Your work experience is not in the field you are pursuing
• You are light on technical skills required

The key to overcoming these and any other objections is to address them early during the interview and in a positive manner. This is known as neutralizing the objection. By anticipating it and subtly overcoming any objection, you can increase the interviewers’ level of confidence in your abilities without ever directly listing your faults or employment blemishes.

Once you have thoroughly and honestly uncovered any objections in your background that an interviewer may bring up, you can begin to tailor your presentation to address them. Use the following method to address each one:

Acknowledge the objection – This is the time to address the concern but be sure to do it subtly. Instead of saying “I am sure you are worried because I have had 5 jobs within the past 3 years” try stating it this way “I have had the opportunity to explore several different organizations which has allowed me to increase my industry knowledge and focus my search on companies that have values that align best with mine.” Just be sure to do your research on the organization so you can cite some examples of how your personal philosophies match up.

Direct the conversation – Instead of waiting for the reviewer to point out your lack of (experience, industry knowledge, long term employment) look for an opportunity that allows you to direct focus on what you can bring to the job. Most employers will ask you “What attracts you to this position?” or “Tell me about yourself”. This is the perfect time to bring up your successes as they relate to the job. Again, do not highlight any areas of your background that may be objectionable, but do skim the issue in a positive manner. For example, you may be a perfect candidate in every way except you lack sufficient technical skills. To address that you may offer something like: “I have worked in this industry before with excellent results and positive client feedback and while I am not familiar with your specific software, I do have solid experience with a variety of software programs and I am confident I can use my technical aptitude to learn yours in a short time.”

Simplify your answers – If you are asked specifically about a ‘red-flag’ on your resume, answer simply and concisely. Avoid going on about it as that shows an interviewer you are not only unprepared, but lack that ability to think on your feet. You may be asked something like this: “Why did you leave your last employer?” If you were fired try something like this: “My position was eliminated due to (a restructure of your department, a difference in the vision of your role, etc).” or you can simply state: “ It was an environment full of great people, but the ultimate vision of the organization was not aligned with my long-range goals.” Keep it simple, to the point and NEVER bad-mouth a previous employer.

Optimize – Lastly, take every opportunity during the interview to optimize your background, skills and fit. Don’t come across like an infomercial, but be sure to effectively state reasons why you are the best fit for this position. Have quantifiable results, past performance appraisals and client testimonials to provide. Chart out the specific objections you anticipate the interviewer asking and draft responses. Be sure to develop an active response if the question is asked outright like “Why have you had so many jobs in such a short time?” and passive responses to use before the objection is mentioned, such as when the interviewer asks “Why should we hire you?”

With some practice and preparation you should be able to recognize an objection and be able to concisely and efficiently address it. Don’t worry if you don’t get a job offer on your first interview. Look at every interview as a chance to perfect your interview skills and if you do get a job offer, all the better!

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