If not, it will show. This is where your positive attitude and confidence will establish the tone for the interview. And this is the step during which you have the opportunity to make your personal connection with the interviewer. In the gathering information step, the employer will be asking questions and matching your answers against their critical success factors. While preparation is important, your honesty and sincerity in answering should be evident.
Most interviewers are keenly aware of when they are being snowed.
The questions in this step will usually be probing questions which drill deep into your background, attempting to get past the interview veneer. Although you may have pre-sold the interviewer in the establishing rapport stage, you will need to solidify the employer's view in this stage. The outward questions are designed to answer the inner doubts. You will be subject to the individual whims of each individual interviewer. Often not by design, but due to lack of training.