"Your resume indicates you have worked at a lot of different places. Can you comment on that?"
• " Each of those positions broadened my knowledge and skill base. Each was a promotion. "
• " It does appear that way, but, in the last 10 years, the economy has been such that mergers have forced a number of us to realize our potential in various environments. " (Always turn a perceived negative into a real positive!)
"You were with your last company for 19 years. Can you change the way you did things?"
• " I am looking for change! "
• " My last company underwent many changes during that time, and I enjoyed trying new things and ideas. " (Show examples whenever possible.)
"We are on the cutting edge of technology. Can you keep up?"
• Again reinforce skills, classes/courses and upgrades you have had. You may need to mention this several times and in as many different ways as possible to overcome their doubt.
"I see you have been a consultant. Does that just mean you were out of work?"
• " My old company brought me back on contract to complete several projects, which I did — and now I want to see if there is something more exciting out there. "
• " I understand lots of people are calling themselves consultants while they look for a new position. " (Laugh — sometimes, it's OK to insert a little bit of levity.)
"What do you think you are worth since you have been in the work world so long?"
• Never respond with a specific dollar amount. Affirm that you have vast skills and experience. Indicate that you are either willing to start over to show them what you bring to the table or deserving of top dollar. Either way, be confident.
• Ask them what dollar amount is allocated for the position in this year's budget.
• Ask if they are offering you the job!
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