Five minutes into the mock interview, the client looked like a deer in headlights.

You know the look - wide-eyed, overwhelmed and over her head.

When our mock interview ended and our review of her performance began, she continued to look like a deer in headlights. Even more so, in fact, when I provided some opportunities for improvement. After probing, I found she suffered from the same three symptoms as most other "deer in the headlight" job seekers:

"You must unlearn what you have learned." Pardon the Yoda quote, but it's quite appropriate. Most job seekers who act like a deer in headlights do so because of the way they were brought up and taught. Most of us learned our core values - which we should keep. What must be unlearned? To accept what is given to us and be thankful for getting even that. This was a fine concept during The Great Depression, but not so good for finding a job in the 21st Century.

Introvert. Most deer in headlights job seekers are introverted. They're usually uncomfortable talking about themselves or tooting their own horn a little. Again, this goes back to what they were taught and how they were raised. Most deer in headlights job candidates were taught that the meek shall inherit the Earth, we shouldn't get a swelled head, nor get too big for our britches. Modesty is a fine trait to have (and more people should have it), but it should be tempered when interviewing. Tempered modesty allows deer in headlights job seekers to break out of their normal introverted selves and speak on their own behalf. After all, if deer in headlights job hunters don't talk themselves up, who will?

Afraid to sell. Some are natural salespeople. Deer in headlights job seekers are (with few exceptions) not. They tend to get overwhelmed by the thought of selling themselves and their skills. They take on the pie-eyed deer in headlights face when told the only way to get ahead is through a little self-promotion. And, again, it's usually because they were told not to brag about themselves. What they need to learn, however, is that bragging is boastful - self promotion is business. Without promoting themselves, therefore, most deer in headlights job seekers face an up hill battle finding work.

NEXT THURSDAY: Hostile Interviews

Check out last Thursday's first post on answering interview questions while employed.

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