Excerpt from Great Answers, Great Questions For Your Job Interview, 2nd Edition by Jay A. Block and Michael Betrus

At home you probably get hit with a lot of direct marketing in the form of junk mail, spam e-mail, and telemarketing calls. These contacts that companies make with you are not specific; they’re the same calls they make to everyone else. How do you feel about that? Right. Now suppose a telemarketer called you and actually knew what your hot buttons were, understood your values, and was presenting something to make your life genuinely easier.

That’s where we need to get you. Understanding the target company allows you to:

  • Understand the company’s business and communicate using its language. This will increase your credibility.
  • Helping it make (or save) money.
  • Helping it increase profitability.
  • Helping it increase the productivity of its assets.

Understand the ways the business needs help and position yourself as a value add.