As a job seeker, you might interpret a job interview as an interrogation or an exchange of information. It's certainly an exchange of information but most importantly, it's your opportunity to sell yourself, if you don't sell yourself, you won't get any closure … you have to ask for it.

You have to view the opportunity as an opening that you just know you can fill; your skills and experience match what the company is looking for. You have to assure your prospective employer that it's you that's right for the job, not the other six candidates sitting outside in the waiting room! Your goal is to tell them how good your skills are and how your experience and skills are better than anyone else's and why the company should offer the job to you and not to anyone else.

Surprisingly enough, employers like to hear candidates say "I'd like to work here" or "I've researched your company, I like what you do and I want to be part of it," or even something on the lines of "I've really enjoyed meeting you and I am confident this is a job I both like and can do, it's even better because I admire your company and can see me working here". This is not grovelling or begging for the position, you are voicing your interest just as they voiced their interest when they invited you to go along for the interview. Reciprocation is good, polite and warranted.

Anyone can learn to apply sales techniques as a means to getting interviews and "closing the sale". We buy things we like, when we walk into shops we ask for what we want, it's the same principle but on a completely different level. Don't be scared to say that you want the job, how else might an interviewer know? Here are some pointers that might help you on your way.

Interview Preparation

Research the company, formally and informally. If you're answering an advertisement, go beyond its basic details, look on the Internet, phone and ask if the company has a brochure that you can have, look up references at your local library, find out through word of mouth if anyone you know is employed by them. Make sure you understand the prospective employer's market and activities.

If you have a job description, no matter how bare in detail it might be, tailor your skills to fit the job. If they are involved in a specialist market and your experience correlates with what they do, make it obvious on the CV; take the time and effort to thoroughly prepare your CV, it will be worth your while.

Plan and practice your interview, rehearse how you would like to proffer certain statements and questions. Don't leave it to chance and muddle through the interview because you think the interviewer directs the interview. It's your interview as well and you should "interview the interviewer" just as much they interview you. Don't be reticent, your interest will be rewarded; you will be more likely to remain at the forefront of the interviewer's mind whilst they interview other candidates

Interview the Interviewer

I can tell what you're thinking and no, this is not an interrogation; you need to understand your interviewer both verbally and physically – body language gives a lot of signals, just as you do when you listen and answer. Start by learning everything you can about the interviewer. For starters, there are many differences between a recruitment consultant and say for the sake of argument, the section manager of the frozen foods section where you could be working at the end of the interview process. Each of them have their own boxes to tick in deciding why you are or are not suitable for the position. To get an interview with an employer, you have to make the right impression on the consultant, but not nearly so much as you need to impress the manager of the frozen food section.

Put yourself in his or her shoes. Materialism will be at work spurring the recruitment consultant on, whereas the manager of the frozen food section might not be that good at interviews as he/she may not have very much experience of recruitment and staffing, so they could be nervous and fumble; learn when to take the lead and when to take a back seat.

If the manager of the frozen food section makes a wrong choice, then time and money are wasted. Picking the wrong candidate could jeopardise the recruiter or manager's job(s) and possibly the success of the organisation, depending on your level of skill and experience. It's up to you, the applicant, to show that the decision to put you on the company payroll is a good one.

If you turn out to be as terrific as you say you are, then your new employer will applaud their excellent choice and you will feel really good. So, remain positive, tell them things that you think are relevant and that promote you and your skills, try to put the interviewer at ease, let them see that you are relaxed and that you are confident you can fulfil the criteria for the job in question.

By asking the right questions, you help the employer draw the inevitable conclusion that you are the right person for the job. You identified their problems and demonstrated that you're the person to solve them. You understand the company's weaknesses and have verbally shown that you are able to provide the solution.

Motivating Yourself

So now you are asking yourself: "how do I summon up the courage to ask for the job?" The most important thing at this time is something we all suffer from at the end of an interview, i.e.: "Have I got the job or not?" Provided you feel good about the interview and that feeling and that you really want the job, then you must summon up your courage to make the move. Admittedly, in the UK market, most employers are not used to having prospective employees ask for the job, it's always been the other way around: "we will mail you about the results or let your agency know our decision" etc., etc.. But you really want to know if you have the job or at least to know that you will be seriously considered.

Now you have to go back a few steps to think about your application and the CV that you submitted, in particular, pay attention to those few moments when you read your CV hot off the CV Writer's press. What you should have felt at that time should be akin to "Wow, is this really me? I never thought about presenting myself this way before. I'm convinced if I was interviewing for a vacancy and I received this CV, I would employ myself". That feeling, that boost, that lovely prideful and fluttery feeling that you get at that point, is what you should think about when you start to ask the all important question. I mean, let's face it, you are the business!

You are satisfied you sold yourself, you are satisfied that you can do the job, the salary is better than your current pay and the responsibility is much more challenging. In short, you have sold yourself and you want to know whether you are sinking or swimming. Be confident and courageous, it takes audacity to ask for the job.

A definite "do" is to let the interviewer know that you have other irons in the fire (even if you don't!); creating competition between yourself and other prospective employers will tell this employer to hurry up and make up their minds. Being in demand will make you far more appealing to employers than if you only have the one interview. Be positive and bold and make yourself in demand, changing your CV only slightly can make the biggest of differences. However, be careful what you say, since if any other employer has made an offer or most likely will make an offer. The "don't" is to create a silly salary level, it has to be competitive otherwise you will price yourself out of the market. If you have genuine job offers or have other interviews lined up, let the interviewer know.

Like a lot of sales plans, not every bite will evolve into a firm offer; you'll probably meet many employers who don't need your particular skills. So whilst you are busy building up your courage and enthusiasm, always be prepared for the knocks that are almost inevitable. There is a far greater chance that you'll be told "no" and a slim chance that you'll get an affirmative response, the best thing to do is to take the plunge and try to get an approval from your prospective employer, the probability that you'll hear "yes" is greater than if you don't ask at all!

Sealing the Contract

So when do you actually ask this daring question? The answer is: all the time. Persevere throughout the interview in small ways. For example, when you learn the employer has a problem you've solved in your previous job, explain how you solved it. Then ask, "Would this help you here?" The answer will likely be "yes." Do this whenever the opportunity arises. Hearing "yes" along the way makes it easier and less frightening to ask for a "yes" when the time is right for the big one.

Close when the interviewer is ready. Listen for signs of interest, look for body language and sense when there's an opportunity to close. Then ask for the offer.

Some applicants talk so much during interviews that they talk themselves out of a job they've already landed. Or worse, they keep selling after they've made the sale. Then they're dead. Listen and give the interviewer a chance to hire you.

Silence is an amazingly powerful tool in closing. If you don't say anything, the interviewer may feel compelled to fill the void and tell you something vital. Do this discretely. Too many silences can be awkward. Pace yourself with the interviewer.

Closing the Deal

There are many so-called "closes." Several of them work particularly well in job interviews.

The choice close. This technique is useful when you are setting up an appointment for an interview. Ask, "Is 9:30 a.m. or 2 p.m. better for you?" This presupposes the interviewer will see you. Just asking, "May I come in to see you?" could result in a "no" answer.

It also works when you're asking for the job: "When do I start, Monday or Wednesday?" This may seem aggressive or arrogant, but it shows you're ready and eager to work for that employer.

Third-party endorsements. When explaining an accomplishment that will help the prospective employer, mention the employer you did it for. "At XYZ company, I..." This gives you credibility and adds the strength of that employer's name to the story. Then ask, "Will this help you solve your problem here, too?"

Assumptive close. This is one of the best closes. You simply talk and act as if you're already working for the interviewer's organisation. Use "we" and "us" in your conversation. Describe situations that you can see yourself working and accomplishing goals in. Become part of the team even before you've been hired. Identify with the interviewer and the organisation.

When you follow this strategy, the employer feels more comfortable with you than if he or she has to make a deliberate decision to extend an offer. When you assume you'll get the job, the only question remaining is, "When do I start, Monday or Wednesday?"

A word of caution: Don't appear too eager. You need to maintain your professionalism.

Overcoming Objections

One stumbling block for many candidates is the inevitable objection: "You're over-/under-qualified, too old/young, etcetera." There are hundreds of reasons given why candidates aren't right for the job. Many are just excuses or stalls to avoid the risk of hiring someone.

Turn these objections into opportunities to strengthen your candidacy. Acknowledge the objection. "You feel I'm overqualified. That's possibly true." Then turn the weakness into a strength: "However, that means I'll start being productive for you that much faster. As I've mentioned, I solved this problem at XYZ company." Make a list of standard objections that apply to you or that you encountered and work out the answers.

Overcoming objections is an art unto itself. The key is to remember that patience and persistence pay off. Don't take no for an answer. Try one more time. The secret to closing the deal is to keep trying.

Ask for the Job

When appropriate, summarise. Tell them what you have to offer based on your accomplishments. Sales people call these "features." Show how the "features" will benefit the employer. Keep it simple and brief. Stick to basics. Prepare one dramatic sentence on why you're the person for the job. Remind the interviewer how you've contributed with your previous employer and reiterate how you'll contribute to the success of the prospective one.

Please bear in mind that these are only suggestions, and in some circumstances, these questions and exercises may not work. Even if you don't get the job, the techniques discussed in this article will improve your general interviewing techniques and will certainly make you a memorable applicant – and you need to be in a prominent position in the interviewer's mind, the offer could come after the event and if you are memorable, it will work!