It should come as no surprise that almost every hiring-manager initiates their interviews with the same question -- “Tell me about yourself”. Your answer to this one question sets the tone for the rest of the interview. This question will either make you or break you. It’s of paramount importance that your answer be a well-prepared, well-thought out, and well-rehearsed Initial Benefit Statement.

You need to be prepared with a two-part, pre-planned marketing statement that can be reused from interview to interview. Part one of the two-part marketing statement should be a summary of your career history and at your option some personal data points (stress stability, competitive sports, educational achievement, etc. -- if, representative). Caution: Do not detail every job you had -- it's on your resume -- provide a summary only (i.e. the last 8 years I have been with 3 companies in security space).

• From a personal standpoint: I am a double degree'd engineer, I have two kids, a home in Newport for 10+ plus years, I am an avid skier and tennis player. From a vocational standpoint: I have some 22 years in your industry - the last 6 of which have been with both Siebel and Oracle.

Part two of the well planned marketing statement will be a one, maybe two sentence summary of accomplishments that will capture the attention of the hiring manager.

• Where I have been consistently ranked in the top five in the region, or where I have been consistently the top new-business salesperson in the region, or where I have sold over $18 million in new license revenue, etc.

If these statements are prepared properly, it will be apparent that you are a prepared and serious player right at the beginning of the interview.

• From a personal standpoint: I am a double degree'd engineer -- I have two kids -- a home in Newport for 10+ plus years -- I am an avid skier and tennis player. (Pause) From a vocational standpoint: I have some 22 years in your industry -- the last 6 of which have been with both Siebel and Oracle -- where I have consistently been ranked #1 or #2 of 12 sales exec's nationwide. (take long-pause and wait for the next question).

Note: never volunteer why you left your last position or why you are considering leaving. Always wait until you are asked.