Preparing for a Relationship Manager job interview requires a strong understanding of client management, communication skills, and financial products. Interviewers focus on your ability to build and maintain client relationships while meeting sales targets and solving client issues effectively. Demonstrating empathy, problem-solving abilities, and a customer-centric approach is crucial to succeed.
Tell me about yourself.
Highlight your background in financial services, emphasizing experience in client relationship management, portfolio growth, and risk assessment. Mention relevant skills such as communication, problem-solving, and knowledge of banking products tailored to PNC's customer base. Showcase your ability to build trust and deliver personalized financial solutions aligning with PNC Financial Services' commitment to client satisfaction and business development.
Do's
- Professional Background - Highlight relevant experience in banking, financial services, or client relationship management.
- Skills Alignment - Emphasize skills like communication, problem-solving, and customer service tailored for a Relationship Manager role.
- PNC Knowledge - Mention familiarity with PNC Financial Services' values, products, and client-focused approach.
Don'ts
- Personal Details - Avoid sharing unrelated personal information or overly detailed life stories.
- Negative Remarks - Do not speak negatively about previous employers or experiences.
- Vagueness - Avoid giving generic answers without specific examples or achievements demonstrating your suitability.
Why do you want to work at PNC?
Demonstrate a clear understanding of PNC's commitment to community development and innovative financial solutions, aligning your passion for fostering client relationships with the bank's mission. Highlight your skills in managing diverse client portfolios and delivering personalized financial advice that supports PNC's goal of building long-term customer trust. Emphasize your eagerness to contribute to PNC's growth by leveraging your expertise in relationship management to enhance client satisfaction and drive business success.
Do's
- Research PNC Financial Services - Highlight specific aspects of PNC's values, culture, or services that align with your career goals.
- Align with the Role - Emphasize your skills in relationship management and how they can contribute to PNC's client satisfaction and growth.
- Show Enthusiasm - Express genuine interest in PNC's mission and the opportunity to build long-term client relationships.
Don'ts
- Be Generic - Avoid vague statements like "I need a job" or unrelated reasons that do not connect with PNC specifically.
- Overemphasize Salary - Do not focus primarily on compensation or benefits without mentioning the company's values or your fit.
- Ignore Company Knowledge - Avoid answering without understanding PNC's services, market position, or the role's requirements.
Why are you interested in the Relationship Manager role?
Express genuine enthusiasm for the Relationship Manager role at PNC Financial Services by highlighting a strong passion for client relationship building and financial solutions. Emphasize understanding of PNC's commitment to personalized banking services and how your skills in communication, problem-solving, and financial acumen align with driving customer satisfaction and business growth. Mention a desire to contribute to PNC's reputation for exceptional service and innovative financial products while advancing your career in a dynamic banking environment.
Do's
- Research PNC Financial Services - Demonstrate knowledge of the company's values, services, and market position.
- Align skills with role - Highlight experience in client relationship management, financial services, and customer satisfaction.
- Show enthusiasm - Express genuine interest in helping clients achieve financial goals and building long-term partnerships.
Don'ts
- Give vague answers - Avoid generic statements that don't connect specifically to the Relationship Manager role or PNC.
- Focus only on salary - Do not emphasize compensation as the primary reason for interest in the role.
- Ignore company culture - Refrain from disregarding PNC's commitment to community involvement and ethical banking practices.
What do you know about PNC's products and services?
Demonstrate thorough knowledge of PNC Financial Services' key products such as PNC's banking solutions, asset management, and treasury services tailored for businesses. Highlight understanding of their commercial lending options, cash flow management tools, and digital banking platforms designed to support client growth. Emphasize how these services enable a Relationship Manager to deliver customized financial strategies that meet diverse customer needs.
Do's
- Research PNC Financial Services - Understand PNC's core banking, lending, and treasury management products.
- Highlight Relationship Banking - Emphasize PNC's focus on personalized relationship management and customer service.
- Refer to Digital Offerings - Mention PNC's online banking platforms and mobile apps that enhance client engagement.
Don'ts
- Don't Generalize - Avoid vague statements about banking without specifics on PNC's product lines.
- Don't Ignore Compliance - Neglecting mention of regulatory compliance and risk management can seem uninformed.
- Don't Overlook Market Position - Avoid missing PNC's regional presence and competitive advantages in financial services.
How do you build rapport with clients?
Building rapport with clients involves active listening to understand their financial goals and concerns, which fosters trust and open communication. Consistently delivering personalized solutions and timely follow-ups demonstrates commitment and reliability. Utilizing strong interpersonal skills combined with in-depth knowledge of PNC Financial Services' products ensures clients feel valued and supported throughout their financial journey.
Do's
- Active Listening - Pay full attention to clients' needs and concerns to understand their goals clearly.
- Personalization - Tailor communication and solutions based on individual client profiles and preferences.
- Consistency - Follow up regularly with clients to build trust and demonstrate reliability.
Don'ts
- Assumptions - Avoid making assumptions about clients without verifying their expectations and requirements.
- Overpromising - Do not promise services or results that cannot be realistically delivered.
- Neglecting Follow-up - Ignoring post-interaction follow-up reduces client confidence and rapport development.
Describe a time you retained or grew a client relationship.
Focus on a specific example where you proactively identified a client's evolving financial needs and tailored personalized solutions that increased their engagement and satisfaction. Highlight your use of data analysis and cross-department collaboration to anticipate challenges and deliver strategic advice, resulting in measurable portfolio growth or retention. Emphasize communication skills and trust-building as key factors in maintaining long-term partnerships within PNC Financial Services.
Do's
- Client Retention - Highlight specific strategies used to maintain long-term client loyalty and trust.
- Problem Solving - Describe clear examples of resolving client issues to enhance satisfaction and strengthen the relationship.
- Communication Skills - Emphasize effective, transparent communication tailored to client needs and banking regulations.
Don'ts
- Vagueness - Avoid generic statements without quantitative or qualitative evidence of success.
- Negative Language - Do not speak poorly about clients or previous employers.
- Overpromising - Avoid commitments that cannot be realistically fulfilled or that disregard PNC's compliance standards.
How do you handle difficult clients or situations?
Demonstrate active listening skills to fully understand the client's concerns and validate their feelings, which helps build trust and rapport. Employ problem-solving techniques by assessing the situation, identifying potential solutions, and communicating clearly to manage expectations and resolve conflicts efficiently. Emphasize maintaining professionalism and patience, while leveraging PNC Financial Services' resources and policies to provide tailored, client-focused resolutions.
Do's
- Active Listening - Focus on understanding the client's concerns fully before responding.
- Empathy - Show genuine care for the client's feelings and perspective to build trust.
- Problem-Solving - Offer clear, practical solutions tailored to the client's needs and company policies.
Don'ts
- Interrupting - Avoid cutting off clients mid-sentence as it can escalate frustration.
- Defensiveness - Do not take criticism personally or react emotionally during challenging interactions.
- Ignoring Company Procedures - Never bypass compliance or internal guidelines when addressing issues.
Give an example of meeting or exceeding sales goals.
Highlight specific sales targets achieved or surpassed while working in financial services, emphasizing measurable results such as percentage growth or revenue generated. Illustrate strategies used to build strong client relationships and tailor financial solutions, underscoring collaboration with teams and proactive problem-solving. Demonstrate alignment with PNC's focus on customer-centric service and trust-building in managing financial portfolios.
Do's
- Quantify Sales Achievements - Provide specific numbers or percentages that demonstrate how you met or exceeded sales targets.
- Highlight Client Relationship Building - Explain how you developed strong client relationships to drive sales growth.
- Use STAR Method - Structure your example by describing the Situation, Task, Action, and Result to clearly communicate your success.
Don'ts
- Generalize Performance - Avoid vague statements without measurable results or concrete examples.
- Ignore Team Contribution - Don't take sole credit if sales goals were achieved through team effort without acknowledging it.
- Overinflate Numbers - Avoid exaggerating sales figures as it can damage credibility if questioned.
How do you identify a client's needs?
To identify a client's needs as a Relationship Manager at PNC Financial Services, actively listen to the client's financial goals, challenges, and preferences during conversations and meetings. Analyze their financial statements, transaction histories, and market trends to gain a comprehensive understanding of their situation. Use targeted questions and data-driven insights to tailor solutions that align with both short-term objectives and long-term financial strategies.
Do's
- Active Listening - Focus attentively on the client's words to accurately understand their concerns and priorities.
- Open-Ended Questions - Use questions that encourage detailed responses and reveal deeper client needs.
- Empathy - Demonstrate genuine understanding of the client's situation to build trust and uncover true needs.
Don'ts
- Assumptions - Avoid guessing the client's needs without confirming through dialogue and clarification.
- Interrupting - Do not cut off the client mid-sentence; it hinders gathering complete information.
- Generic Responses - Refrain from giving broad or scripted answers that don't address the client's specific context.
How do you stay updated on financial products and market trends?
Demonstrate your commitment to continuous learning by mentioning regular review of industry reports from sources like Bloomberg, The Wall Street Journal, and Financial Times, as well as participation in professional webinars and training offered by PNC. Emphasize leveraging PNC's proprietary market analytics tools and collaborating with internal experts to deepen your understanding of financial products. Highlight staying connected to client feedback and market developments to tailor solutions effectively and deliver value as a Relationship Manager.
Do's
- Industry Publications - Regularly read reputable financial journals and magazines to stay informed about market developments.
- Professional Networks - Engage actively with industry peers and attend relevant seminars or webinars to exchange insights.
- Continuing Education - Pursue certifications and training to deepen knowledge of financial products and market regulations.
Don'ts
- Rely Solely on General News - Avoid depending only on mainstream news sources that may lack financial specificity.
- Ignore Client Feedback - Do not overlook client input that can provide real-world market insights.
- Use Outdated Information - Avoid referencing obsolete data or trends that no longer reflect current market conditions.
Describe your experience with cross-selling financial products.
Highlight your ability to identify client needs by analyzing their financial profiles and goals, which leads to tailored recommendations for additional PNC financial products such as loans, credit cards, or investment options. Emphasize successful examples where your cross-selling efforts increased client satisfaction and contributed to revenue growth while maintaining compliance with regulatory standards. Showcase your skills in building trust through effective communication and ongoing relationship management to promote long-term client retention at PNC Financial Services.
Do's
- Highlight relevant experience - Emphasize specific examples of successfully cross-selling financial products in previous roles.
- Demonstrate relationship-building skills - Explain how you establish trust with clients to identify their financial needs.
- Use data-supported results - Share measurable outcomes such as increased sales or client retention rates.
Don'ts
- Avoid vague responses - Do not give general answers without concrete examples or metrics.
- Don't oversell products - Refrain from appearing pushy or aggressive in sales tactics.
- Avoid neglecting compliance - Don't ignore regulatory guidelines when discussing cross-selling strategies.
How do you prioritize tasks and manage your time?
Effective task prioritization and time management as a Relationship Manager at PNC Financial Services involve identifying client needs and aligning daily activities with strategic business goals, using tools like CRM software to track progress and deadlines. Implementing the Eisenhower Matrix helps differentiate urgent client issues from long-term financial planning, ensuring timely responses and proactive relationship building. Consistent communication and regular review of priorities enable efficient resource allocation and enhanced customer satisfaction.
Do's
- Time Management -Explain your method for assessing task urgency and importance using tools like calendars or task lists.
- Prioritization Strategy -Describe how you align tasks with business goals and client needs, focusing on high-impact activities.
- Communication -Highlight how you keep stakeholders informed about progress and any changes in priorities.
Don'ts
- Overcommitting -Avoid claiming you can handle every task simultaneously without prioritizing.
- Ignoring Deadlines -Don't neglect the importance of meeting deadlines or underestimating time requirements.
- Lack of Structure -Avoid vague answers that suggest poor organization or reactive rather than proactive management.
Can you discuss your experience working with internal teams?
Highlight collaboration with cross-functional internal teams to coordinate client solutions and streamline communication, showcasing your role in driving seamless service delivery. Emphasize specific examples where you partnered with departments such as credit, compliance, and operations to address client needs and optimize financial strategies. Demonstrate your ability to build strong internal relationships that support PNC's commitment to providing tailored banking solutions and enhancing client satisfaction.
Do's
- Collaboration - Emphasize your ability to work closely with cross-functional teams to achieve common goals.
- Communication - Highlight clear and effective communication skills that facilitate teamwork and problem-solving.
- Project Management - Showcase experience managing projects or coordinating efforts between internal departments to deliver results.
Don'ts
- Blaming - Avoid blaming internal teams for past challenges or failures.
- Vagueness - Do not provide unclear or generic answers without specific examples.
- Over-Detailing - Refrain from overloading your response with irrelevant technical details.
How do you handle confidential client information?
Demonstrate strict adherence to PNC Financial Services' confidentiality policies by explaining steps like secure data storage, limiting access to authorized personnel, and using encrypted communication channels. Emphasize maintaining client trust through discretion and compliance with legal and regulatory standards such as GDPR or HIPAA. Highlight experience with secure CRM systems and ongoing training to stay updated on best practices for protecting sensitive client information.
Do's
- Confidentiality - Emphasize strict adherence to company policies and legal regulations regarding client data protection.
- Data Security - Highlight use of secure systems and protocols to safeguard sensitive information.
- Trust Building - Stress the importance of maintaining client trust through discretion and professionalism.
Don'ts
- Oversharing - Avoid discussing specific client details or examples that breach confidentiality agreements.
- Neglecting Protocols - Do not mention any lapses or casual attitudes toward handling sensitive information.
- Inappropriate Storage - Avoid references to storing client data in unsecured or personal devices or platforms.
Tell me about a time you resolved a conflict within your team.
Describe a specific situation where you identified a conflict within your team, focusing on a challenge related to client accounts or project deadlines at PNC Financial Services. Explain the steps you took to facilitate open communication, understand differing perspectives, and collaboratively develop a solution that prioritized client satisfaction and team goals. Highlight the positive outcome, such as improved team cohesion or enhanced client relationship management, demonstrating your ability to handle conflict effectively in a financial services environment.
Do's
- Provide a specific example - Share a clear and concise story that highlights the conflict and your role in resolving it.
- Highlight communication skills - Emphasize how you listened actively and facilitated open dialogue between parties.
- Focus on positive outcome - Explain the resolution's impact on team cohesion and project success.
Don'ts
- Blame others - Avoid assigning fault to specific team members or speaking negatively about colleagues.
- Vague descriptions - Do not provide ambiguous or general answers without concrete details.
- Ignore company values - Avoid neglecting how your approach aligns with PNC Financial Services' culture and relationship management principles.
How do you manage a large portfolio of clients?
Effectively managing a large portfolio of clients involves prioritizing communication by scheduling regular check-ins and leveraging CRM tools to track client needs and interactions. Proactively identifying opportunities for cross-selling and personalized financial solutions enhances client satisfaction and retention. Maintaining organized records and collaborating with internal teams ensures timely responses and aligned service delivery, aligning with PNC's commitment to exceptional client relationship management.
Do's
- Client Prioritization - Use data-driven methods to evaluate client value and urgency for efficient portfolio management.
- Effective Communication - Maintain regular and clear communication channels with clients to build trust and transparency.
- CRM Software Utilization - Leverage Customer Relationship Management tools to track interactions, deadlines, and client preferences systematically.
Don'ts
- Overpromising - Avoid committing to unrealistic deliverables that can harm client trust and company reputation.
- Neglecting Clients - Do not overlook smaller or less active accounts as they can develop into valuable relationships.
- Poor Time Management - Refrain from allowing disorganized schedules to impact response time and service quality.
Explain a time when you suggested an innovative solution to a client.
Describe a specific instance where you identified a client's challenge and proposed a creative financial strategy or product tailored to their needs at PNC Financial Services. Highlight how your innovative solution improved the client's financial outcomes, strengthened the relationship, or increased client satisfaction. Emphasize your analytical skills, client understanding, and ability to collaborate with internal teams to implement the solution effectively.
Do's
- Client-centric approach - Highlight how your solution addressed specific client needs or pain points to demonstrate empathy and understanding.
- Clear communication - Describe the innovative idea concisely, focusing on clarity and impact to show effective communication skills.
- Quantifiable results - Provide measurable outcomes or metrics that showcase the success and value of your solution for the client.
Don'ts
- Vagueness - Avoid general or unclear descriptions of the solution or its effect, as this reduces credibility.
- Blame-shifting - Refrain from blaming others for challenges faced; keep the focus on your proactive role.
- Overly technical jargon - Steer clear of excessive industry terms that might confuse the interviewer and obscure the main point.
Walk me through your process for onboarding a new client.
Effective onboarding of a new client at PNC Financial Services involves a structured process beginning with thorough needs assessment and risk profiling to tailor financial solutions. This is followed by clear communication of services and compliance requirements to ensure transparency and alignment with client goals. Continuous follow-up and documentation support lasting trust and compliance, critical for a Relationship Manager's success in nurturing client relationships.
Do's
- Client Discovery - Ask detailed questions to understand the client's financial needs and goals.
- Customized Onboarding Plan - Develop tailored onboarding steps that align with the client's objectives and PNC's services.
- Clear Communication - Maintain transparent and timely updates throughout the onboarding process.
Don'ts
- Assuming Client Needs - Avoid making assumptions without thorough discovery and needs analysis.
- Overloading Information - Do not overwhelm the client with too much detail at once.
- Neglecting Follow-Up - Failing to check in regularly can reduce client satisfaction and trust.
What CRM tools and banking software have you used?
Highlight your experience with leading CRM platforms such as Salesforce and Microsoft Dynamics, emphasizing how you utilized these tools to enhance client relationship management and streamline workflow. Mention specific banking software you have used, like Fiserv or Temenos, detailing how these systems supported account management and financial analysis. Showcase your ability to integrate CRM data with banking software to improve customer insights and drive personalized financial solutions.
Do's
- Highlight relevant CRM tools - Mention CRM platforms like Salesforce, Microsoft Dynamics 365, or HubSpot you have used to manage client relationships effectively.
- Explain banking software experience - Specify familiarity with banking software such as Fiserv, Temenos, or Oracle FLEXCUBE used for transaction processing and client management.
- Emphasize data management skills - Describe how you utilized these tools to track client interactions, manage portfolios, and improve customer service outcomes.
Don'ts
- Do not generalize software knowledge - Avoid vague statements like "I have used some CRMs," provide specific software names and your functional experience.
- Avoid overstating expertise - Do not claim advanced skills in tools you are not proficient with, as this may damage credibility during technical evaluations.
- Do not neglect security protocols - Never omit mentioning compliance with data privacy and security standards when using CRM and banking software in financial contexts.
How do you ensure compliance with banking regulations?
To ensure compliance with banking regulations as a Relationship Manager at PNC Financial Services, clearly demonstrate thorough knowledge of relevant laws such as the Bank Secrecy Act, Anti-Money Laundering (AML) requirements, and Consumer Financial Protection Bureau (CFPB) guidelines. Emphasize implementing disciplined processes for monitoring client transactions, conducting regular risk assessments, and maintaining accurate documentation to prevent regulatory breaches. Highlight collaboration with compliance teams for ongoing training and staying updated on regulatory changes to protect both clients and the institution.
Do's
- Regulatory Knowledge - Demonstrate thorough understanding of banking laws such as the Bank Secrecy Act (BSA) and Anti-Money Laundering (AML) requirements.
- Risk Management - Explain your approach to identifying and mitigating risks associated with client relationships and transactions.
- Documentation and Reporting - Emphasize the importance of maintaining accurate records and timely reporting to regulatory bodies.
Don'ts
- Speculation - Avoid guessing regulatory standards or procedures that you are not fully familiar with.
- Non-compliance Examples - Refrain from sharing any past experiences involving compliance violations or negligence.
- Vague Responses - Do not give unclear or generic answers that do not directly address regulatory compliance specific to the banking sector.
How do you handle stress and high-pressure situations?
Demonstrate your ability to maintain composure by highlighting specific stress management techniques such as prioritizing tasks, effective time management, and leveraging teamwork, which are critical in high-pressure financial environments like PNC. Emphasize your experience in staying focused on client relationships and delivering accurate solutions under tight deadlines, ensuring continued trust and satisfaction. Illustrate how you apply problem-solving skills and adaptability to navigate challenges while maintaining professionalism and meeting business goals.
Do's
- Stress Management Techniques - Explain specific methods you use to stay calm and focused, such as prioritizing tasks or deep breathing exercises.
- Problem-Solving Skills - Highlight your ability to analyze challenges and develop effective solutions quickly.
- Effective Communication - Emphasize maintaining clear and professional communication with clients and team members under pressure.
Don'ts
- Avoid Negative Language - Do not describe stress in a way that suggests you lose control or become unproductive.
- Ignore Company Culture - Avoid answers that do not align with PNC Financial Services' focus on client relationships and teamwork.
- Overgeneralize - Refrain from vague responses without concrete examples or personal experiences managing stress.
Describe a time you received constructive criticism and how you responded.
When answering the interview question about receiving constructive criticism as a Relationship Manager at PNC Financial Services, focus on a specific instance where feedback improved your client management skills or enhanced team collaboration. Explain how you actively listened to the critique, reflected on it objectively, and took actionable steps such as enhancing communication strategies or financial product knowledge to better serve clients. Emphasize your commitment to continuous professional growth and maintaining strong client relationships through adaptability and responsiveness to feedback.
Do's
- Active Listening - Pay close attention to the feedback without interrupting to fully understand the criticism.
- Positive Attitude - Demonstrate openness and appreciation for constructive feedback as an opportunity for growth.
- Specific Example - Share a clear and relevant experience where you received criticism and how you improved your performance as a Relationship Manager.
Don'ts
- Defensiveness - Avoid reacting emotionally or justifying mistakes when receiving criticism.
- Vagueness - Refrain from giving unclear or general answers without illustrating how you used the feedback.
- Ignoring Feedback - Do not dismiss or ignore the constructive criticism instead of learning from it.
Why should we hire you for this position?
Highlight your proven expertise in financial relationship management, emphasizing your ability to build and maintain strong client partnerships that drive revenue growth. Showcase your deep understanding of PNC Financial Services' products and commitment to delivering tailored financial solutions that meet client needs. Demonstrate strong communication, problem-solving skills, and a track record of exceeding performance targets, aligning your experience with the core responsibilities of the Relationship Manager role.
Do's
- Highlight Relevant Experience - Emphasize your background in financial services and client relationship management to align with PNC's expectations.
- Showcase Problem-Solving Skills - Demonstrate your ability to resolve client issues effectively, improving customer satisfaction and retention.
- Emphasize Communication Skills - Stress your strong interpersonal and communication abilities essential for a successful Relationship Manager.
Don'ts
- Avoid Generic Answers - Refrain from vague statements that don't specifically relate to PNC Financial Services or the Relationship Manager role.
- Don't Overpromise - Avoid making claims about abilities or achievements that cannot be supported by your experience or evidence.
- Don't Criticize Previous Employers - Never speak negatively about past employers or colleagues during the interview process.
What are your salary expectations?
When answering the salary expectations question for a Relationship Manager role at PNC Financial Services, research industry salary benchmarks, focusing on financial services and relationship management positions within similar markets. Reference your experience, skills, and the average salary range at PNC, indicating flexibility while aiming for compensation that aligns with your qualifications and market value. Emphasize your interest in the overall opportunity and growth potential, balancing salary expectations with the company's compensation structure.
Do's
- Research Market Salary - Provide a salary range based on current industry standards for Relationship Manager roles at PNC Financial Services.
- Align with Experience - Tailor your salary expectations to reflect your skills, experience, and accomplishments relevant to the job.
- Express Flexibility - Indicate openness to discuss compensation based on total benefits and career growth opportunities.
Don'ts
- State an Exact Number Immediately - Avoid giving a fixed figure before understanding the job's full scope and benefits.
- Undervalue Yourself - Do not suggest a salary significantly lower than the market rate or your qualifications.
- Focus Solely on Salary - Do not neglect other important compensation factors like bonuses, incentives, or career development.
Do you have any questions for us?
When answering "Do you have any questions for us?" for a Relationship Manager position at PNC Financial Services, focus on inquiries about the company's client engagement strategies, team collaboration, and metrics for success in this role. Asking about PNC's approach to building long-term client relationships and how they support continuous professional development demonstrates genuine interest and alignment with their values. Inquiring about the challenges currently facing the Relationship Management team offers insight into how you can contribute effectively.
Do's
- Prepare thoughtful questions - Ask about the company's culture, team dynamics, and growth opportunities relevant to Relationship Manager roles.
- Show industry knowledge - Inquire about PNC Financial Services' approach to client portfolio management and recent market trends.
- Demonstrate enthusiasm - Express genuine interest in how you can contribute to the company's client relationship strategies and overall success.
Don'ts
- Avoid salary focus - Do not lead with questions about compensation or benefits at this stage to maintain professionalism.
- Don't ask vague questions - Avoid general or irrelevant questions that show a lack of preparation or understanding of the role.
- Avoid negative topics - Refrain from asking about company weaknesses or past failures that might cast doubt on your positivity.