HOW TO SELL YOURSELF Introduction

Joe Girard the author of this book is enlisted as worlds no. One salesperson in Guinness book of world records.

This is a motivational book produced out of experiences of Joe Girard.

Its full of positive thinking and contains all workable ideas for self improvement

SELLING YOURSELF ON YOU

WE ALL ARE SALES PEOPLE WHEREVER WE ARE SELLING OURSELVES.

YOU ARE NO. 1 PRODUCT, NO ONE CAN SELL YOU BETTER THAN YOURSELF.

YOU MUST BE SOLD TO YOURSELF.

THERE’S ONLY ONE YOU.

HOW DO YOU PROVE YOU ARE NO. 1

TURN CRITICISM INTO COMPLIMENTS.

THE ROAD TO WINNING IS TO BELIEVE THAT YOU ARE NO ONE.

SELLING YOURSELF TO OTHERS

MAKE YOURSELF INTO MOST SALEABLE PACKAGE.

SALEABLE PACKAGE :-- CONTENTS

-- WRAPPING

EXTERIOR IMAGE REFLECTS YOUR POSITIVE QUALITIES.

SELL QUALITIES WHICH YOU HAVE

HOW TO WRAP YOURSELF TO BE PRESENTABLE

• SHOWER AND BATHE DAILY TAKE CARE OF YOUR HAIRUSE MAKE UP WHEN REQUIRED SHAVE OFTENCHECK YOUR POSTUREWEAR PROPER CLOTHING WEAR PROPER SHOESUSE ACCESSORIES THAT COMPLIMENT NOT

DISTRACT

SELLING YOURSELF AS A YOUNG PERSONWHO ARE YOUNG PEOPLE ?

HOW TO GRAB THIS OPPORTUNITIES ?

APPLICATION AND INTERVIEW

RULES FOR INTERVIEW :RELAX AND BE COMFORTABLE.

DRESS PROPERLY.

DON’T FIDGET.

LISTEN AND QUESTION.

KNOW WHEN TO LEAVE.

BUILDING SELF-CONFIDENCE & COURAGE INTRODUCTION

■ CONFIDENCE…..

◘ Confidence never fails you.

◘ Have confidence in yourself, then others will have confidence in you.

THE MOST POWERFUL WORDS IN THE WORLD

FAITH

FEAR

FIVE RULES TO GET RID OF FEAR◘ BELIEVE IN YOURSELF.

◘ ASSOCIATE WITH CONFIDENT PEOPLE.

◘ TURN UP YOUR CONFIDENCE MACHINE.

◘ BE MASTER OF YOUR SHIP.

◘ KEEP BUSY.

DEVELOPING POSITIVE ATTITUDEThere are three rules for positive attitude :

WIDEN YOUR OUTLOOK.

TURN YOURSELF AROUND.

USE YOUR THINK POWER.

SELLING YOURSELF IN MATURITYMaturity is something to wear with pride .

It is a state of being , not a label.

Older people are a bank full of knowledge and experience.

Look at what you have going for you.

TEN POSITIVE RULES FOR A MATURE TEN POSITIVE RULES FOR A MATURE PERSONPERSON

1] Say to yourself that “You have came a long way , You still have a long way to go.”

2] Think about retiring.

3] Get regular medical checkups.

4] Eat sensibly and get plenty of rest.

5] Read a newspaper everyday.

Contd…6] Make young friends they’ll keep you young.

7] Find a hobby – woodworking , painting , flower arranging , etc.

8] Challenge yourself and others, play bridge, chess , etc.

9] Keep in shape.

10] LIVE FOR OTHERS.

Speaking Another Language

How we speak another person’s language

Lack of knowledge of a particular foreign language creates breakdown in communication, so misunderstanding and confusion can take place

Eight Suggestions On How to Sell Yourself

Use “move forward” wordsDrop the “hold back” wordsUse simple wordsDon’t wave “red flag” wordsGo easy on the slangSay what you meanMean what you sayForget the profanity

Managing Your Memory

It is how we remember things.

The simple act of remembering things can open doors for you, and forgetting that name can close doors and shut you out.

Ten Memory-Management RulesOpen an account in your memory bankDon’t bank triviaClean the slate daily Use word associationDon’t trust your memoryDon’t muddle your memoryAvoid memory trapsPut repetition to workKeep your mind busyRemember to forget

Selling Yourself and Your Product

Selling oneself is something everybody must do in order to get along better with others, to influence others and to be more successful

Selling yourself and your product does not consist of magic or luck, it consists of homework and hard work and rewarding work

Basic Selling StrategyProspectingQualifyingPresentingDemonstratingAnswering objectionsClosingFollow-up

Guidelines to Sell Yourself First

Be your own best customer

Put yourself in the customer’s shoes

Don’t get behind a curtain

Be bigger than your product

TELLING THE TRUTH Two good reasons for telling the truth :

1.It makes you feel good.

2.It’s the only way to earn trust and respect from others.

THE PRICE OF FALSEHOODTelling the truth is not only a matter of

conscience , it is a matter of law.

In court , one takes oath.

Failure to tell the truth under oath has led to many a person paying heavy fines, and many others finding themselves into slammer.

DO’S FOUR THINGS TO DO :1.Be true to yourself.

2.Think twice before speaking.

3.Think of another way to say it.

4.Temper truth with kindness

1. BE TRUE TO YOURSELF

Be absolutely honest with yourself.

Like everything else – charity , respect for others , liking for others , concern for others TRUTH BEGINS AT HOME

2. THINK TWICE BEFORE SPEAKING It takes time to practice…………..

Just wait , think for a moment about what you want to say, and then speak.

The same system works for truth telling ,too.

3. THINK OF ANOTHER WAY TO SAY IT.

If you can’t say something good , say nothing at all.

With a little practice , you can usually find another way of putting it so that you avoid a lie and stick to the truth.

4. TEMPER TRUTH WITH KINDNESS.

A truth should not hurt a person’s feelings or even break his or her heart.

Find another way of saying the truth or add a touch of kindness to it.

DONT’S1. Don’t exaggerate.

2. Don’t cover up for others.

3. Don’t ask others to cover up for you.

4. Don’t tell “little white lies.”

1. DON’T EXAGGERATE.Very fine line between exaggeration and lie.

Playing around with the truth can have disastrous results.

for eg., story of the shepherd.

2. DON’T COVER UP FOR OTHERS You may be asked to tell a lie for someone

else, or to cover up for them.

Try refusing to do so.

eg., receptionist or secretary.

3.DON’T ASK OTHERS TO COVER UP FOR YOU.Just the opposite of the previous one.

Don’t ask others to hide your truth.

4. DON’T TELL “LITTLE WHITE LIES.”

• There is no such thing as little white lie.

• Lie is lie and pregnant is pregnant.

THE POWER OF A PROMISE

A persons good reputation depends largely on how well he keeps his promise.

TWO RULES TO FOLLOW :1. Force yourself at no matter what the cost to

keep the promises you’ve made to date. No one can force you to do this but yourself.

RULES CONTD..

2. Think first before you make any future promises. Ask yourself, “Can I really do what I’m promising.”

RESULTS IF THE RULES ARE FOLLOWED.Think beforehand saves your embarrassment

later.

You’re saved from having to make apologies or excuses.

People will know that you mean what you say.

Your sincere image will shine through.

If you promise that a promise made may be difficult to keep because of unforeseen circumstances, let the person know and renew your promise according to the circumstances.

SELLING YOURSELF WITHOUT SELLING OUT.Selling yourself without selling out is your

integrity.

Loss of integrity comes from selling out regardless of the reasons.

Integrity is represented by the way you feel about yourself at all times.

HOW TO KEEP FROM SELLING OUT INTEGRITY.1. Protect your good name.

2. Keep the right company.

3. Stick to your principles.

4. Beware of compromising.

5. Try saying NO.

Resolve to put the five guidelines to work in your life starting today.

Know that when you take the out from selling out yourself , what’s left is selling yourself.

THE SENSATION OF SMILE

• It is difficult to sell yourself without a smile.

• When you smile the whole world smiles with you.

SEVEN RULES TO FOLLOW FOR EXTRA SMILAGE

SMILE WHEN YOU DONT FEEL LIKE IT

SHARE ONLY YOUR POSITIVE THOUGHTS

SMILE WITH YOUR WHOLE FACE

TURN THE FROWN UPSIDE DOWN

EXCERCISE YOUR SENSE OF HUMOUR

ALWAYS SMILE OUT LOUD

DONT SAY “CHEESE” SAY “I LIKE YOU”

BEING A SECOND MILERIF ANYONE ASKS YOU TO GO ONE MILE, GO

WITH HIM TWO MILES. THIS ONE OF THE BEST WAY TO SELL YOURSELF SUCCESSFULLY.

TEN SECOND MILE RULES FOR SUCCESS

IF YOU ARE A SALESPERSON MAKE ONE EXTRA PROSPECTING CALL EACH DAY

OR TWO.

Work a little longer at the office or the shop then you need to, or come an hour earlier.

 Do something useful around the office, or house, or apartment without being asked.

 Give a little gift to someone special even though there is no occasion for it.

Gift a little gift to someone not-so-special, it may make them feel special for the first time.

Go out of your way to help someone. Just be there when he/she needs you.

Pay a compliment to someone each day.

Take a load off some ones back instead of being on some ones back.

If you are a student , put in a little more time with the books . you might learn something.

Do something for someone, or some cause, without expecting any pay from it.

SELLING YOURSELF AND YOUR SERVICE

People who sell a service rather than a product are people who sell on idea about something .

EG:- Doctors sell no product, they sell their diagnostic or surgical skills, their specialization, their medical knowledge etc…

The best way to sell on idea is to tell about it

honestly and simply.

SERVICE SELLING STRATEGIESProspectingQualifyingDemonstratingPresentingAnswer objectionsClosingFollow-up 

EXERCISING ENTHUSIASM FOUR STEP ENTHUSIASM EXERCISE

. CARE ABOUT SOMETHING DEEPLY.

GET EXCITED OUT LOUD.

USE A BATTERY CHARGER.

SEE LIFE AS A KID.

LEARNING TO LISTEN RULES FOR LEARNING TO

LISTEN. KEEP YOUR MOUTH SHUT SO YOUR

EARS WILL STAY OPEN.

LISTEN WITH ALL YOUR SENSES.

LISTEN WITH YOUR EYES.

LISTEN WITH YOUR BODY.

BE A MIRROR.

LEARNING TO LISTEN DON’T INTERRUPT.

AVOID DISTRACTIONS.

CONCENTRATE.

LISTEN BETWEEN THE LINES.

DON’T BE AN ATANA. (ALL TALK AND NO ACTION)

GIRARD CHAIN MIRACLE THE LAW OF 250

WE LIVE IN A WORLD OF CAUSE AND EFFECT.

CAUSE-EFFECT-CAUSE-EFFECT---- GIRARD

TAGGED THE PRINCIPLE WITH THE FIGURE 250.

IF YOU SELL A PERSON AND HE IS SATISFIED. HE IS GOING TO TELL EVENTUALLY THROUGH CHAIN REACTION, TO 250 OTHERS.

SAY SOMETHING GOOD TO A CUSTOMER AND IT WILL BACKFIRE GOOD. SO IT’S ABOUT -MULTIPLYING YOURSELF.

THE PAYOFF OF PERSISTENCE Life is but a race. And in selling yourself,

main competition is yourself. Sticking to the job of selling yourself, your persistence, is what makes you a winner.

THE THREE RULES FOR BEING PERSISTENT.

KNOW WHA T YOU WANT , COMMIT YOURSELF TO GETTING IT.

SINCE THE ELEVATOR IS OUT OF ORDER, GET WHERE YOU ARE GOING ONE STEP AT A TIME.

NO ONLY MEANS MAYBE AND MAYBE ALWAYS MEANS YES.