[Based on an answer I provided today on a LinkedIN Staffing/Hiring question:]

There is a moment near the end of job interviews when the interviewer finally is relaxed.  When the interviewer has been asking questions, and assessing your answers, they are working.  When you hear the magic question “What questions do you have for me?”, they are ready to relax.  This is a golden opportunity that most interviewees squander. 

Biggest DON’T:  Do not ask about hours, benefits, vacations, all the “What’s in it for me?” questions.  There will be time to get these answered when the offer is being extended. 

Employers do expect and value when you ask questions – it demonstrates genuine interest, so you do want to have a few serious questions ready.  You can perhaps ask about things that came up during the interview, and stay mostly focused on clarifying anything you need to understand about the company or the job requirements.

When you are talking to the hiring manager (the person who would be your boss), the most valuable thing you can do at this golden moment is capitalize on the interviewer’s relaxed state to create a bond AND cement your value to the employer, by showing them why you care about them, and about getting them the solution they need in this hire.  Ask:  “What keeps you up at night?”, or “What problems really get solved when the right person is hired for this position?”, or, “What gets better for you professionally when you bring in the right person for this?”

You may find that the interviewer lets down their guard, and really shares something meaningful.  Be sure to respond with an empathetic, solution-focused statement that further illustrates why you are the answer to their needs.  When you leave, the interviewer will say to themselves, “Wow, that candidate really GETS it!”  This favorable emotional response will help ensure you will get the offer.