为什么能力不错的人，也会在面试中失利？6个高阶面试技巧
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | We are starting with interviewing. | 我们从面试开始 |
| 0:02 | So why interviewing? | 那为什么要面试? |
| 0:04 | Because it's the entry point. | 因为它是进入点。 |
| 0:06 | It is the first positioning moment. | 这是第一个定位时刻。 |
| 0:08 | It's where your clarity, confidence, | 这是你的清晰,自信, |
| 0:11 | and judgment are all tested. | 判断都是考验的。 |
| 0:13 | And if you can't get your foot in the door, | 如果你的脚不能进门, |
| 0:15 | then what are we even talking about here? | 那我们到底在说什么呢? |
| 0:17 | Now, it is crazy to me that no one gets taught | 现在,这对我来说是疯狂的,没有人被教育 |
| 0:21 | how to interview. | 如何采访. |
展开字幕全文（483 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | We are starting with interviewing. | 我们从面试开始 |
| 2 | So why interviewing? | 那为什么要面试? |
| 3 | Because it's the entry point. | 因为它是进入点。 |
| 4 | It is the first positioning moment. | 这是第一个定位时刻。 |
| 5 | It's where your clarity, confidence, | 这是你的清晰,自信, |
| 6 | and judgment are all tested. | 判断都是考验的。 |
| 7 | And if you can't get your foot in the door, | 如果你的脚不能进门, |
| 8 | then what are we even talking about here? | 那我们到底在说什么呢? |
| 9 | Now, it is crazy to me that no one gets taught | 现在,这对我来说是疯狂的,没有人被教育 |
| 10 | how to interview. | 如何采访. |
| 11 | And if you're really good at interviewing, | 如果你真的擅长面试的话 |
| 12 | you actually don't do that many of them. | 你其实不这样做 很多。 |
| 13 | So while none of us are formally taught, | 所以,虽然我们没有人被正式教育, |
| 14 | there's actually a lot of moments in our lives | 其实我们生活中有很多时刻 |
| 15 | when we need to interview for a new job, | 当我们需要面试 新的工作, |
| 16 | for entry into school, for board positions, | 入学 董事会职位 |
| 17 | or even leadership opportunities. | 甚至领导机会。 |
| 18 | Now, I've been on both sides of the table. | 现在,我一直在桌子两边。 |
| 19 | I have interviewed for roles, | 我采访过角色 |
| 20 | and I have conducted hundreds and hundreds of interviews. | 我做了几百次采访 |
| 21 | So I know a good one. | 所以我知道一个好的。 |
| 22 | And I've spent a lot of time breaking down | 我花了很多时间破解 |
| 23 | the anatomy of a great interview. | 一个伟大的访谈的解剖学。 |
| 24 | What I want you to know out of the gate | 我想让你知道的东西 |
| 25 | is that interviewing is a learnable business skill. | 面试是一种可以学习的商业技能。 |
| 26 | And yet most people treat interviews | 但大多数人都喜欢采访 |
| 27 | like some mystical personality test. | 像一些神秘的个性测试。 |
| 28 | You either have it or you don't, | 你要么有,要么没有 |
| 29 | you're either good at interviews or you're not. | 你要么擅长面试 要么就不行 |
| 30 | The job is either for you or it's not for you. | 工作不是给你的,就是不是你的 |
| 31 | And that, my loves, that's bullshit. | 亲爱的,那是胡说八道 |
| 32 | Great interviewing is a system. | 伟大的面试是一个系统。 |
| 33 | And the problem is nobody teaches the system. | 问题是没有人教这个系统。 |
| 34 | So today, based on all of my interview and experience, | 今天,根据我所有的采访和经验 |
| 35 | I'm gonna walk you through exactly how top candidates think, | 我会告诉你最高候选人的想法 |
| 36 | how they prepare, how they speak, | 他们怎样预备,怎样说话, |
| 37 | and how they actually position themselves | 以及他们如何真正定位自己 |
| 38 | so that you are not begging for opportunities, | 以免你们求救。 |
| 39 | but so you can evaluate companies | 但这样你就可以评估公司 |
| 40 | while they are evaluating you. | 在他们评价你的时候 |
| 41 | Because let me tell you, we career girlies, | 因为让我告诉你, 我们的职业女孩, |
| 42 | we don't audition, we choose. | 我们不试镜,我们选择。 |
| 43 | The Start With Yourself Tour kicks off | 开始与你自己 巡回赛开始 |
| 44 | on April 15th in New York City. | 4月15日于纽约市. |
| 45 | Tickets are on sale now at emagreed.com. | 车票已经发售了 |
| 46 | Now, before we start, let me offer you a quick reframing. | 现在,在我们开始之前, 让我给你一个快速的重写。 |
| 47 | Interviews are decision-making moments, | 面试是决策时刻, |
| 48 | not just conversations or Q&A sessions. | 不只是对话或 QQA会话。 |
| 49 | The goal is not to be perfect. | 目标不是完美。 |
| 50 | The goal is to be understood | 目标要被理解 |
| 51 | and to demonstrate your suitability for that role. | 并证明你适合扮演这个角色。 |
| 52 | You ready? | 你准备好了吗? |
| 53 | Okay, let me start with something. | 好吧,让我开始的东西。 |
| 54 | I need every person listening to hear. | 我需要每个人都听。 |
| 55 | Interviewing is actually not about being likable. | 采访其实不是要讨人喜欢 |
| 56 | It's not about being charming. | 这不是关于迷人。 |
| 57 | It's not about being perfect. | 这不是关于完美。 |
| 58 | So you have to start here. | 所以你必须从这里开始。 |
| 59 | Start with yourself and take some time | 从你自己开始,慢慢来 |
| 60 | to really get clear about why you're interviewing | 来澄清你为什么要面试 |
| 61 | for the role in question in the first place. | 首先,这个角色。 |
| 62 | This is actually gonna shape everything else you do. | 这实际上会塑造你所做的一切。 |
| 63 | So first, let me tell you the biggest interview lie. | 首先,让我告诉你最大的采访谎言。 |
| 64 | You think if I just show them that I am passionate | 你觉得如果我让他们知道我很热情 |
| 65 | and hardworking, then they'll see my potential. | 努力工作,然后他们会看到我的潜力。 |
| 66 | No, absolutely not. | 不,绝对没有。 |
| 67 | Hiring managers are not hiring potential. | 雇用管理人员不是在雇用潜力。 |
| 68 | They're actually hiring solutions. | 他们实际上在雇用解决方案。 |
| 69 | Most open roles exist because something's broken, | 大部分的开放角色之所以存在是因为有些东西坏了 |
| 70 | something is slow, something is leaking money, | 有些东西很慢,有些东西漏钱 |
| 71 | something isn't scaling. | 有些东西没有缩放。 |
| 72 | Like something in that organization is just chaotic. | 组织里有些东西是混乱的 |
| 73 | Even if the role in question might be a straight replacement | 即使这个角色是直接替换的 |
| 74 | for someone who's moved on, | 对于一个前进的人, |
| 75 | any good company will actually be trying to hire | 任何好公司都会想雇人 |
| 76 | for that former person's weaknesses | 为了那个前人的弱点 |
| 77 | and actually to increase the productivity or solve a problem. | 提高生产率或解决问题 |
| 78 | Because like it or not, | 因为喜欢与否, |
| 79 | whenever somebody leaves a company, | 只要有人离开公司 |
| 80 | management will always see it as an opportunity to optimize. | 管理层将永远视之为优化的机会。 |
| 81 | Are you the optimization that they seek? | 你是他们追求的优化吗? |
| 82 | Now that's the question. | 问题就在这里 |
| 83 | Therefore, in that situation, | 因此,在这种情况下, |
| 84 | your only job in the interview | 在面试中你唯一的工作 |
| 85 | is to help decision makers place you. | 帮助决策者安置你 |
| 86 | An interview is not about you recounting your resume. | 采访不是说你重述简历 |
| 87 | And let me tell you, | 让我告诉你, |
| 88 | I cannot wait to get out of an interview | 我等不及要离开面试了 |
| 89 | when someone wants to read me their resume word for word. | 当有人想读我的履历单词时 |
| 90 | 这是一个snooze节。 | |
| 91 | But here's what you should do instead. | 但这里是你应该做的。 |
| 92 | You have to prove that you understand the problem. | 你必须证明你明白问题所在 |
| 93 | And then you got to prove that you can solve the problem. | 然后你必须证明你能解决问题。 |
| 94 | That's it, pure and simple. | 就是这样,纯洁而简单。 |
| 95 | It's not your life story, not your trauma, | 这不是你的人生故事 也不是你的创伤 |
| 96 | not your childhood dream, | 不是你的童年梦想 |
| 97 | unless it's like really, really super relevant. | 除非它真的,真的超级相关。 |
| 98 | Solutions only please. | 只求解决方案 |
| 99 | And I promise you that that mindset shift alone | 我向你们保证,这种心态会独自改变 |
| 100 | will actually put you in the top 10% of candidates. | 将真正将你 进入前10%的候选人。 |
| 101 | So let's get started on the actual tangible steps. | 因此,让我们开始实际的具体步骤。 |
| 102 | Step one, it's a big one. | 第一步,这是一个很大的。 |
| 103 | I want you to research like a strategist, not a student. | 我要你像战略家那样研究 不是学生 |
| 104 | Most people's idea of research is not that. | 大多数人的研究想法不是那样的. |
| 105 | They skim the website, they read the about page, | 他们偷看网站,读关于页面, |
| 106 | they kind of scroll on LinkedIn for a hot minute, | 他们有点卷轴 在链接的一分钟, |
| 107 | but that's amateur hour. | 但这是业余时间。 |
| 108 | And it isn't sufficient for high performers. | 而对于表现优秀的人来说,这还不够. |
| 109 | High performers actually research in layers, | 高水平的表演者实际上在层层研究, |
| 110 | and there are four layers. | 而有四层. |
| 111 | The first one is about the business model. | 第一个是关于商业模式的. |
| 112 | Now a high performer will look at the business model in depth. | 现在,一个高水平的表演者将深入审视商业模式。 |
| 113 | They'll figure it out. | 他们会想办法的 |
| 114 | They'll say, how does this company actually make money? | 他们会说这家公司是怎样赚钱的? |
| 115 | Is it a subscription? | 是订阅费吗? |
| 116 | Are they direct to consumer? | 他们是直接对消费者吗? |
| 117 | Do they run ads? | 他们经营广告吗? |
| 118 | What's the service offering and how do they charge for it? | 服务内容是什么,如何收费? |
| 119 | Where is the majority of the revenue coming from? | 大部分收入来自何处? |
| 120 | Now, if you don't know how a company makes money, | 现在,如果你不知道 一个公司如何赚钱, |
| 121 | you simply cannot be valuable to them. | 你根本不可能对他们有价值 |
| 122 | So you have to learn that piece. | 所以,你必须学习的作品。 |
| 123 | The second thing, you need to understand the stage | 第二,你必须明白舞台 |
| 124 | that the company's at because each stage | 公司在因为每个阶段 |
| 125 | values very, very different skills. | 价值非常,非常不同的技能。 |
| 126 | And during an interview, you are in the business | 在接受采访时,你从事商业 |
| 127 | of maximum understanding and demonstrating | 最大理解和示范 |
| 128 | your suitability. | 你适合吗? |
| 129 | So this is one place where you get to do that. | 所以,这是一个地方 你可以做到这一点。 |
| 130 | You have to ask yourself before you go in, | 进去前你必须先问自己 |
| 131 | are they an early startup? | 他们是早起的吗? |
| 132 | Are they scaling after a period of growth? | 它们在增长一段时间后是否缩小规模? |
| 133 | Or is this a mature business or a declining one? | 还是一个成熟的生意? |
| 134 | If a business is an early stage startup, | 如果一个企业是早期的启动, |
| 135 | they're gonna value scrappiness. | 他们会重视废品。 |
| 136 | Someone who is willing to wear multiple hats | 一个愿意戴多顶帽子的人 |
| 137 | and have a do whatever it takes mentality. | 并有做任何它需要的心态。 |
| 138 | I am telling you, every business that I have ever started, | 我告诉你 我开始的每件事 |
| 139 | the type of people that you're looking for in the beginning | 你一开始要找的那种人 |
| 140 | are just those who are oozing the idea | 他们只是那些 充斥着这个想法的人 |
| 141 | that they wanna come in and help | 他们想进来帮忙 |
| 142 | and they'll do anything to make this company a success. | 他们会做任何事情 让这家公司获得成功。 |
| 143 | That's what you want. | 这就是你想要的。 |
| 144 | But it's very different if a business is scaling, | 但是,如果一个企业正在规模化,这是非常不同的, |
| 145 | then they're gonna value someone who understands growth, | 然后他们会珍视一个懂成长的人 |
| 146 | understands integrating new systems. | 理解整合新系统。 |
| 147 | And for a mature business, it's all about optimization | 对于一个成熟的生意来说,这都是关于优化 |
| 148 | and so on and so on. | 诸如来等. |
| 149 | So know what type of business you're walking into. | 所以,你知道 你走进什么类型的业务。 |
| 150 | Then you have to articulate your understanding | 那你必须表达你的理解 |
| 151 | of the business and position your skills | 职业技能及定位 |
| 152 | for the stage of the company. | 公司舞台上。 |
| 153 | That's gonna be a huge win | 这将是一个巨大的胜利 |
| 154 | because it demonstrates a broad understanding | 因为它显示了一种广泛的理解 |
| 155 | of the business needs outside of just the role | 商业需求,而不是 |
| 156 | that you are interviewing for. | 你正在面试。 |
| 157 | And what you really need to know | 还有你真正需要知道的 |
| 158 | is that the way managers look at things, | 是管理者看待事物的方式, |
| 159 | this idea of T-shaped leaders, | 这种T形领导人的想法, |
| 160 | those that can see the bigger picture | 那些能看到大局的人 |
| 161 | and demonstrate an understanding | 并显示一种理解, |
| 162 | of the needs of the company | 公司需求 |
| 163 | outside of their core competency or their division. | 不属于他们的核心能力或他们的分工。 |
| 164 | Those people are always going to be the most highly valued. | 这些人永远是最受重视的。 |
| 165 | Put simply, all that means is if you know what you do | 简而言之,这意味着 如果你知道自己在做什么 |
| 166 | and you understand what that person over there does | 你明白那边那人做什么 |
| 167 | and a little bit what that person over there does | 和一点点 人在那里做什么 |
| 168 | and a little bit about what the company is trying to do, | 和一点点关于 公司试图做的事情, |
| 169 | you will ultimately be always more valuable to the company. | 你终究会对公司更有价值 |
| 170 | Now, the third thing you can do | 现在,你可以做的第三件事 |
| 171 | is ensure that you understand the competitive landscape. | 即确保你了解竞争环境。 |
| 172 | Familiarizing yourself with the business's competitors | 熟悉企业的竞争对手 |
| 173 | and understanding exactly what makes this company different | 并确切了解是什么 使这个公司不同 |
| 174 | is super important. | 这很重要 |
| 175 | You don't need industry expertise, | 你不需要行业专家 |
| 176 | but you do need to show an interest in their business | 但你确实需要表现出对他们生意的兴趣 |
| 177 | or the space or the category. | 或空格或类别。 |
| 178 | Now, remember what I said | 记住我说过的话 |
| 179 | about not reciting your resume word for word. | 关于不读你的简历 字。 |
| 180 | This is where you can create conversation mid-interview | 在这里,你可以创建对话的中间访谈 |
| 181 | and actually show up as who you are, | 并真正表现出你是谁, |
| 182 | your personality and all the things, | 你的个性 和所有的事情, |
| 183 | but with relevancy to the hiring process. | 但与聘用过程有关 |
| 184 | By you saying a little off-the-cuff remark | 用你的话说一句 |
| 185 | about one of the competition, | 关于其中一场比赛, |
| 186 | offering your thoughts on that, | 提供你的想法, |
| 187 | you actually position yourself as somebody | 你实际上把自己定位为某人 |
| 188 | who really understands what they're walking into. | 谁真正理解 他们走进什么。 |
| 189 | Now, I had a candidate very recently, | 我最近有个候选人 |
| 190 | an interview with a candidate for a senior design role, | 与高级设计角色候选人进行面谈, |
| 191 | and he was a very, very skilled designer | 他是一个非常,非常熟练的设计师 |
| 192 | with an incredible resume. | 与一个不可思议的简历。 |
| 193 | But it actually seemed to me | 但实际上在我看来 |
| 194 | like he was living in a total vacuum. | 就像他生活在真空中 |
| 195 | When I said that his designs reminded me of X, | 我说他的设计让我想起X |
| 196 | he said he hadn't heard of them. | 他说他没听说过他们 |
| 197 | I was like, fair enough, maybe my reference is off. | 我当时想,很公平, 也许我的参考信息是关闭的。 |
| 198 | When I asked him who in our category he admired, | 当我问他我们这个类别的人是谁时 |
| 199 | he cited our company and the company | 他引用我们的公司和公司 |
| 200 | that he was currently at, his current employer. | 他的现任雇主 |
| 201 | Okay, I thought. | 好吧,我以为。 |
| 202 | Finally, I asked him what launch had impressed him | 最后,我问他是什么 发射给他留下了深刻的印象 |
| 203 | in the last few years, and he couldn't name one. | 在过去几年, 他无法命名一个。 |
| 204 | Now, this was either one of two things, | 现在,这是两件事之一, |
| 205 | arrogance or just a complete lack of knowledge. | 傲慢或完全缺乏知识。 |
| 206 | And frankly, I don't want either on my team. | 坦白说,我也不想加入我的团队 |
| 207 | Now, I'm not saying that you need to do | 现在,我不是说 你需要这样做 |
| 208 | like a deep and meaningful data mining exercise, | 就像深入和有意义的数据挖掘, |
| 209 | but you owe it to yourself to show up having an opinion | 但你要靠自己来表达自己的意见 |
| 210 | and a point of view on the business | 和对企业的看法 |
| 211 | so that you're in a situation. | 让你陷入困境 |
| 212 | It's not like a nice to have, this is just a must have. | 这不是一个不错的拥有, 这只是一个必须拥有。 |
| 213 | Experience a membership that backs what you're building | 经历一个支持你正在建设的成员 |
| 214 | with American Express Business Platinum. | 与美国快报 商业白金。 |
| 215 | Get two times membership rewards points per dollar | 每美元获得两倍的会员奖励点 |
| 216 | on eligible purchases in key business categories, | 关于关键业务类别中符合资格的采购, |
| 217 | as well as on each eligible purchase of $5,000 or more | 5 000美元或以上 |
| 218 | on up to $2 million in eligible purchases per calendar year. | 每个日历年符合条件的采购额最多200万美元。 |
| 219 | American Express Business Platinum, there's nothing like it. | 美国快递商业白金, 没有什么像它。 |
| 220 | Terms apply, learn more | 条件适用,学习更多 |
| 221 | (原始内容存档于2018-03-26). at Americanexpress.com slash business shill palinum. | |
| 222 | The next thing that I'm going to suggest | 我接下来的建议 |
| 223 | is that you try your very best to learn exactly | 是,你尽你最大的努力 去学习准确 |
| 224 | what they're hiring for within the interview. | 他们在面试中雇用什么 |
| 225 | And this is what I like to think of as the idea | 这就是我喜欢的想法 |
| 226 | of like the roles hidden pain. | 就像角色隐藏的痛苦。 |
| 227 | Job descriptions are really sanitized, | 工作说明真的消毒了 |
| 228 | but behind every bullet point is something | 但每个弹点背后都有些东西 |
| 229 | that the organization is actually trying to solve for. | 该组织实际上正试图解决。 |
| 230 | If the job description says | 如果工作说明说 |
| 231 | they're looking for strong communication skills, | 他们正在寻找强大的沟通技巧, |
| 232 | it's likely because people keep misunderstanding things. | 很可能是因为人们总是搞误会 |
| 233 | If they ask for the ability to work cross-functionally, | 如果他们要求有能力跨功能工作, |
| 234 | that equals the teams don't talk to each other. | 这等于队伍不互相交谈 |
| 235 | Your job is to decode this | 你的工作是解码这个 |
| 236 | by asking really thoughtful questions. | 问一些非常周到的问题 |
| 237 | What problem made you open this role? | 什么问题让你打开这个角色? |
| 238 | Where do people usually struggle? | 人们通常在哪里挣扎? |
| 239 | These are good examples of great questions. | 这些是大问题的良好例子。 |
| 240 | Now, I want you to turn all of the research | 现在,我要你把研究都转过来 |
| 241 | into interview ammunition, | 弹药, |
| 242 | because this is where most people stop. | 因为这是大多数人停下来的地方。 |
| 243 | And top candidates, well, they go one step further. | 而顶级候选人, 他们更进一步。 |
| 244 | Top candidates turn the research into points of view | 顶尖候选人将研究变成观点 |
| 245 | and conversational topics during the interview process. | 以及访谈过程中的对话话题。 |
| 246 | Let me give you a little example. | 让我举个例子。 |
| 247 | You could offer something like this. | 你可以提供这样的东西。 |
| 248 | I noticed you're expanding into new categories. | 我注意到你正在扩展为新的类别。 |
| 249 | Usually that creates operational challenges | 通常造成业务挑战 |
| 250 | around the calendar and around the approval process. | 围绕日历和批准程序。 |
| 251 | And I've dealt with that. | 我已经处理好了 |
| 252 | And then you're going to give an example. | 然后举个例子。 |
| 253 | You say, I've dealt with that. | 你说,我已经处理了。 |
| 254 | And by working closely with X, Y, and Z, | 通过和X,Y,和Z的密切合作, |
| 255 | I saw da, da, da, da, da. | 我看见达,达,达,达,达。 |
| 256 | That's the way you do it. | 师便打. |
| 257 | Or you say something like this. | 或者你这么说 |
| 258 | I saw you recently launched a solution | 我看到你最近推出了一个解决方案 |
| 259 | for whatever it might be. | 无论它是什么。 |
| 260 | At my last company, | 在我的上一个公司, |
| 261 | that stage was where retention becomes really fragile. | 在那个阶段,保留变得非常脆弱。 |
| 262 | So I'd be curious how you're thinking about that. | 所以我会好奇你是怎么考虑的 |
| 263 | Notice what you're doing here. | 注意你在这里做什么。 |
| 264 | You're already operating inside the business. | 你已经在企业内部工作了 |
| 265 | In your interview, | 在你的采访中, |
| 266 | this completely positions you differently. | 这完全 位置你不同。 |
| 267 | It positions you as a peer and not a hopeful applicant. | 它将你定位为同伴而不是有希望的申请人。 |
| 268 | And there is strong research that shows | 并且有强烈的研究表明 |
| 269 | that interviewers rate candidates as more competent | 面试者认为候选人更胜任 |
| 270 | when they demonstrate a contextual understanding | 当他们表现出对背景的理解时, |
| 271 | of the company's specific challenges. | 公司的具体挑战。 |
| 272 | So try it. | 那就试试看 |
| 273 | Do a little Emma, practice in the mirror. | 做一点艾玛,在镜子里练习。 |
| 274 | You know how much I love to do that. | 你知道我有多爱这样做。 |
| 275 | It's not silly and it's definitely not overkill. | 这不是愚蠢的,它绝对不会过度杀伤。 |
| 276 | It's actually trying and everyone loves a tryer. | 这实际上是尝试,每个人都喜欢尝试者。 |
| 277 | Now, this type of behavior is going to demonstrate | 现在,这种行为 将展示 |
| 278 | a lot of understanding, not over enthusiasm. | 有很多理解,而不是过度的热情。 |
| 279 | Next thing is that I want to talk about you, | 接下来我想谈谈你 |
| 280 | your story and how to convey it in three parts. | 你的故事和如何在三个部分传达 |
| 281 | Now, so many people may have happened to me once or twice. | 现在,这么多人可能 发生在我身上一两次。 |
| 282 | They come in and they like trauma dump their resume | 他们进来后喜欢把病史卷丢掉 |
| 283 | and career girlies do not do that. | 职业女孩不会这么做的 |
| 284 | Career girlies tell strategic stories. | 职业女孩讲战略故事。 |
| 285 | All your answers should kind of follow this flow. | 你所有的答案应该跟随这种流传 |
| 286 | You give context, you show an action and then a result. | 你给出背景,你展示一个动作,然后是结果。 |
| 287 | That simple. | 很简单 |
| 288 | Context, action, result. | 背景,行动,结果。 |
| 289 | You give context, offer what you did and share the result. | 你提供背景,提供你所做的,分享结果。 |
| 290 | Don't say things like I was responsible for | 别跟我说话一样 |
| 291 | because it just registers weak, | 因为它只是 登记薄弱, |
| 292 | but rather we had X problem, I did Y | 但是,我们有X的问题,我做到了Y |
| 293 | and here's what changed. | 事情是这样的 |
| 294 | You got it? | 明白了吗? |
| 295 | And you should really quantify when possible. | 你应该在可能的时候量化。 |
| 296 | Our revenue grew, costs dropped, time was saved, | 我们的收入增加,成本下降,时间节省, |
| 297 | errors were reduced, engagement increased. | 错误减少,参与增加。 |
| 298 | And if you don't know the exact numbers, | 如果你不知道确切的数字 |
| 299 | you can just estimate, | 你可以只是估计, |
| 300 | because I'm telling you a ballpark number | 因为我告诉你一个球场号码 |
| 301 | is better than nothing. | 胜过虚无。 |
| 302 | Saying improve significantly really means nothing. | 说大有进步其实毫无意义。 |
| 303 | But if you say reduce turnaround time by 13%, | 但如果你说把周转时间缩短13% |
| 304 | then that really, really means something to people. | 那么,这真的, 真的意味着什么 人。 |
| 305 | Now, my darlings, the most powerful interview question. | 现在,亲爱的,最强的采访问题。 |
| 306 | Almost every interview includes, | 几乎每一次采访都包括: |
| 307 | tell me about a time that you failed. | 告诉我你失败了 |
| 308 | I'm guilty for that over here, | 我罪过在这里, |
| 309 | but I love this question because it really sorts people | 但我喜欢这个问题,因为它真的 动人 |
| 310 | into two distinct piles. | 分为两部分 |
| 311 | Those that have a deep perspective on themselves | 那些对自己有深刻见解的人 |
| 312 | and they care about progress | 他们关心进步 |
| 313 | and those that are really dialing it in. | 和那些真正 拨号它。 |
| 314 | Now, most people answer with weakness. | 现在,大多数人以软弱回答。 |
| 315 | They say, I care too much or I'm a perfectionist. | 他们说,我太在乎了,否则我就是个完美主义者 |
| 316 | Stop, just stop, stop, stop. | 停下来,只是停下来,停下来,停下来。 |
| 317 | Don't give those answers. | 不要给出这些答案。 |
| 318 | Here is a real answer framework. | 这是一个真正的答案框架。 |
| 319 | This is time to grab your pens. | 是时候拿起你的笔了 |
| 320 | One, you speak to a real mistake. | 一,你对一个真正的错误说话。 |
| 321 | Two, you offer what you learned | 第二,你提供你学到的东西 |
| 322 | and then you say how you changed your behavior. | 然后你说,如何改变你的行为。 |
| 323 | So let me give you another example. | 让我再举一个例子。 |
| 324 | So you say something like this. | 所以,你这样说。 |
| 325 | Early in my career, | 在我职业生涯初期, |
| 326 | I underestimated how much stakeholder alignment matters. | 我低估了利益攸关者协调的重要性。 |
| 327 | I shipped something technically strong that no one adopted. | 我运了一些技术强壮的东西 没有人收养。 |
| 328 | Now, I never move forward without pressure testing | 现在,我从来没有前进 没有压力测试 |
| 329 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}和那些会真正使用它和工作的人一起 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我 | |
| 330 | I'm like, days. | 我喜欢,几天。 |
| 331 | It's like, this shows self-awareness, | 这表现了自我意识 |
| 332 | accountability and growth. | 问责制与增长。 |
| 333 | Those are like hiring gold standards. | 这就像雇佣黄金标准。 |
| 334 | I'm falling in love with the person that tells me that. | 我爱上了那个告诉我的人 |
| 335 | So think about a time when failure | 想想一个失败的时代 |
| 336 | actually really happened for you. | 其实真的发生在你身上。 |
| 337 | We all have those moments | 我们都有这些时刻 |
| 338 | because hiring managers smell the truth. | 因为招聘经理闻到真相 |
| 339 | They seek out authenticity | 他们在找真实性 |
| 340 | and this framework offers all of that. | 这个框架提供了所有这些。 |
| 341 | So many of us struggle when it comes to talking | 说到说话 我们很多人都在挣扎 |
| 342 | about our weaknesses. | 关于我们的弱点。 |
| 343 | And rightly so, it's hard and it takes a lot of guts. | 正确而言,这很困难,需要很多勇气。 |
| 344 | But the fact is we all have them | 但事实是我们都有 |
| 345 | and it's way better to walk into an interview | 最好走进面试 |
| 346 | with an awareness of your weaknesses | 了解你的弱点 |
| 347 | than trying to prove that you don't have any | 而不是试图证明 你没有任何 |
| 348 | because it just isn't realistic. | 因为它只是不现实。 |
| 349 | And as we've said already, people love honesty. | 正如我们已经说过的 人们喜欢诚实 |
| 350 | It's one of the single most important qualities | 这是最重要的品质之一 |
| 351 | for anyone that I hire. | 我雇佣的任何人。 |
| 352 | Let me help you with how you can talk about weaknesses | 让我来帮你如何谈论弱点 |
| 353 | without shrinking. | 没有缩小。 |
| 354 | Never ever say I'm bad at. | 从来没有说过我不好。 |
| 355 | Say I'm actively improving. | 说我正在积极改进。 |
| 356 | Never say I don't have experience in. | 别说我没有经验 |
| 357 | Say I haven't done whatever directly yet, | 说我还没有做任何直接的, |
| 358 | but I've done A and B, | 但我已经做了A和B, |
| 359 | which all use the same underlying skill. | 它们都使用同样的基础技能。 |
| 360 | You're mapping transferable skills. | 你正在绘制可转移技能图 |
| 361 | That's your job here. | 这是你的工作 |
| 362 | And that is executive level thinking. | 这是行政层面的想法。 |
| 363 | Now onto the good stuff | 现在看好东西 |
| 364 | and my favorite subject of all, you know this, money. | 还有我最喜欢的话题 你知道的 钱 |
| 365 | Now write in your notes all in caps ladies | 现在写在你的笔记里 所有的盖子,女士们 |
| 366 | because salary confidence is a career multiplier. | 因为工资信心是职业乘数 |
| 367 | And we all have been in jobs and situations | 我们都在工作 和情况 |
| 368 | where we've been undervalued. | 我们被低估了 |
| 369 | And that has to stop right here. | 这必须停止在这里。 |
| 370 | Women consistently undervalue themselves | 妇女始终低估自身价值 |
| 371 | in compensation discussions. | 在补偿的讨论中。 |
| 372 | This is not an opinion, not an opinion of mine. | 这不是意见,也不是我的意见。 |
| 373 | Multiple labor economic studies shows | 多项劳动经济研究显示 |
| 374 | that women are much less likely to negotiate | 妇女谈判的可能性要小得多 |
| 375 | and more likely to anchor low. | 更可能落脚 |
| 376 | There are many, many reasons for this. | 这有许多原因。 |
| 377 | And we'll go into them when we cover negotiating | 我们掩护谈判时再进去 |
| 378 | later in this series. | 后此系列. |
| 379 | But there are a few basic rules | 但有一些基本规则 |
| 380 | that I want you to know right now | 我现在就想让你知道 |
| 381 | that are super easy to adopt. | 超容易被收养的 |
| 382 | Rule one, never ever give a single number. | 规则一,从来没有给出一个数字。 |
| 383 | Always give a range and always tie it to market and value. | 总是给一个范围,并且总是把它与市场和价值挂钩。 |
| 384 | So for example, when you're asked your salary expectations, | 比如,当你被问到薪水预期时, |
| 385 | here's what you say. | 这是你说的。 |
| 386 | Based on market data and the scope of this role, | 根据市场数据和这一作用的范围, |
| 387 | I'm targeting between 170 and $185,000 | 我的目标是170到18.5万 |
| 388 | depending on total compensation and the growth path. | 取决于报酬总额和增长路径。 |
| 389 | You see what we did there? | 你看到我们做了什么了吗? |
| 390 | Calm, neutral, no apology. | 冷静,中立,没有道歉。 |
| 391 | You're not asking, you're stating. | 你没有问,你是说。 |
| 392 | And then you go silent, completely silent. | 然后你就沉默,完全沉默。 |
| 393 | Don't fill the space, don't backtrack, don't do nothing. | 不要填满空间,不要退路,不要做任何事情. |
| 394 | Just leave some space and smile with your eyes, | 留点空间,用你的眼睛微笑, |
| 395 | not your teeth. | 不是你的牙齿。 |
| 396 | It's like that. | 犹如是. |
| 397 | Usually at the end of an interview, | 通常在面试结束时 |
| 398 | you're asked if you've got any questions | 有人问过你有没有问题 |
| 399 | and you always, always, always need questions. | 你总是,总是,总是, 总是需要问题。 |
| 400 | If somebody answers, | 如果有人回答, |
| 401 | no, I think you covered it all during the interview. | 不,我想你在采访期间 都包了 |
| 402 | I'm like, you are lazy. | 我很喜欢,你懒惰。 |
| 403 | And even if you don't have a question, ask a question. | 乃至如来无上正等正觉. |
| 404 | You have to signal interest and curiosity and intelligence. | 你必须表示兴趣和好奇心和智慧 |
| 405 | So just ask a question. | 问个问题 |
| 406 | Your questions really should signal power. | 你的问题真的应该显示能量 |
| 407 | Don't ask, what's the culture like? | 别问,文化是怎样的? |
| 408 | Is this a fast paced environment? | 这是一个快速的环境吗? |
| 409 | No, please don't do that, that feels lazy. | 不,请不要这样做, 那感觉懒惰。 |
| 410 | Don't ask anything that sounds like you're optimizing | 不要问任何像你在优化的东西 |
| 411 | for comfort over impact. | 为了舒适的撞击。 |
| 412 | Nothing about PTO, nothing about holiday entitlement. | 没有关于PTO, 没有关于假期的权利。 |
| 413 | You haven't even got the job yet | 你还没找到工作呢 |
| 414 | and you're thinking about a holiday, please don't do that. | 你在考虑一个假期,请不要这样做。 |
| 415 | Those are meaningless both to you and to the interviewer. | 这些对你和采访者都毫无意义 |
| 416 | Just don't do it. | 只是不要这样做。 |
| 417 | Power questions stand like this, they go like this. | 权力问题就像这样,它们就像这样。 |
| 418 | What does success look like in the first six months | 前六个月的成功是什么样子的 |
| 419 | of my employment? | 我的工作吗? |
| 420 | What are the biggest problems you need this role | 你需要这个角色的最大问题是什么? |
| 421 | to solve right now? | 现在就解决? |
| 422 | How are performance and promotional decisions made | 业绩和晋升决定如何作出 |
| 423 | in this organization? | 在这个组织里? |
| 424 | What differentiates top performers | 如何区分优秀的表演者 |
| 425 | from average performers here? | 从一般的表演者这里? |
| 426 | How do you support growth for someone | 你如何支持一个人的成长 |
| 427 | who's consistently performing at a high level? | 谁一直在高水平上表演? |
| 428 | By the way, you're like, that's me. | 顺便说一句,你喜欢, 这就是我。 |
| 429 | What tends to cause people to struggle or failing this role? | 是什么导致人们挣扎或辜负这个角色? |
| 430 | Is there anything else I can help clarify | 还有什么我可以帮忙澄清的吗? |
| 431 | that would help you with your decision? | 这会帮助你的决定? |
| 432 | These are the golden questions. | 这些是黄金问题。 |
| 433 | Somebody asked me something like this. | 有人问我这样的事情 |
| 434 | I'm already dying for them. | 我已经为他们而死。 |
| 435 | I think you asked two to four questions max | 我想你问了最多两到四个问题 |
| 436 | with your eyes on the time that's allotted | 看着时间分配 |
| 437 | for your interview, don't be a time waster. | 为了你的采访 别浪费时间 |
| 438 | But these questions do a couple of things. | 但是,这些问题可以做一些事情。 |
| 439 | They make you look senior. | 他们让你看起来很高级。 |
| 440 | They make you demonstrate strategic curiosity | 他们让你表现出战略好奇心 |
| 441 | and they protect you from bad situations. | 他们保护你免受不利情况的影响 |
| 442 | Career girls, we optimize forward, not backwards, right? | 职业女孩,我们优化前进,而不是倒退,对不对? |
| 443 | You're going into the future. | 你会进入未来 |
| 444 | Moving into your future quite literally. | 进入你的未来 |
| 445 | So a couple of final things I want you to know. | 所以我想告诉你几件事 |
| 446 | Your body language and your voice can signal authority. | 你的身体语言和声音可以指示权威. |
| 447 | Research on communication shows that perceived confidence | 关于通信的研究表明,人们感到信心 |
| 448 | is driven heavily by slower speech, | 由慢语驱动, |
| 449 | fewer filler words, upright posture and pauses, | 比较少的填词, 直立的姿势和暂停, |
| 450 | not volume and dominance. | 不是数量和支配地位。 |
| 451 | You should practice speaking slightly slower | 你应该慢慢练习 |
| 452 | than feels natural and silence after a question is okay. | 而不是在问完问题后自然而寂静 |
| 453 | In fact, it's more than okay, it's optimal. | 事实上,它不只是好的,它是最好的。 |
| 454 | Thinking is not a weakness. | 思考不是一个弱点。 |
| 455 | It makes you appear considered | 让你看起来很体贴 |
| 456 | and rushing gives all the wrong signs, so just don't do it. | 匆匆地发出错误的信号 所以别这么做 |
| 457 | Now, this last part, the post-interview strategy. | 现在,最后一部分, 采访后的策略。 |
| 458 | Always, always, always send a follow-up, | 总是,总是,总是,总是发送后续, |
| 459 | but not like, thank you for your time. | 但不喜欢 谢谢你抽时间 |
| 460 | No, instead, reference a business topic | 不,而是指商业话题 |
| 461 | that you actually discussed. | 你实际上讨论。 |
| 462 | You could say, I've been thinking about our conversation | 你可以说,我一直在想我们的对话 |
| 463 | around onboarding friction and I'm excited by the opportunity | 我对这个机会感到兴奋 |
| 464 | to help streamline that process. | 帮助简化这一进程。 |
| 465 | You're reinforcing your value, not just follow-up politeness, | 你强化了你的价值, 不只是后续的礼貌, |
| 466 | but like real understanding. | 但喜欢真正的理解。 |
| 467 | And let me leave you with this. | 我把这个留给你 |
| 468 | You are not lucky to be in the room. | 你不幸运在房间里。 |
| 469 | You earned your way into that room | 你赢得你的方式进入那个房间 |
| 470 | and interviewing is not about convincing someone | 面试不是为了说服别人 |
| 471 | you deserve a chance. | 你应该得到一个机会。 |
| 472 | It's about demonstrating, I solve a problem, | 这是关于展示, 我解决了一个问题, |
| 473 | I create value and I move things forward. | 我创造价值,推动事物前进。 |
| 474 | That energy is magnetic. | 这种能量是磁性的。 |
| 475 | That energy gets offers and honestly, | 能量得到提供 说实话, |
| 476 | that energy builds careers. | 能量创造事业 |
| 477 | And career gurleys, they don't wait to be chosen. | 和事业古里,不待选. |
| 478 | We choose ourselves. | 我们选择自己 |
| 479 | Stay tuned for next week | 下星期继续听 |
| 480 | where we'll be talking all things negotiation. | 在那里,我们将谈论所有的事情谈判。 |
| 481 | Thanks for joining me on the Aspire Podcast | 谢谢你陪我参加阿斯庇尔·波德卡斯号 |
| 482 | For more strategies on how to build the life of your dreams, | 对于如何构建你梦想生活的更多策略, |
| 483 | be sure to subscribe to our YouTube channel. | 确保订阅我们的YouTube频道。 |
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