Selling You Introduction

8/7/2019 Selling You Introduction

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The Illustrated Guide to

Selling

YoYour WCustom Des


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Praise or Selling You

Selling You arms you wih he knowledge and condence

rus wih h iring managers and prospecive cusomers.

Joseph Grenny, Co-auhoInuencer, Crucial Conver

An enjoyable rideSelling You is packed wih uniqu

saisying work.

Proessor and Presiden, Naional

Hard-hiting ideas in an easy-o-read and eneraining orm

#1 New York imes besselling auhor o

Selling Youwill change how you hink abou work. I pus

how, when, and where you work. I is he re-examine, re-ch

your sighs and your spiri.

Auhor oCustomer Astonishment:10 Secr

Johns SMAR selling principles helped me w ih he moiv

rs key cusomers signed or my consuling sar-up. Tere

men he sraegies in his book.

P

Praise forSelling You

Selling You will make you think o your career in a whole new way. The principles, illustrations, and stories are right ontarget and can make a dramatic impact in your sel-marketing eorts.

Steven R. Covey, author o The 7 Habits of Highly Effective Peopleand The Leader in Me

Vibrant images and excellent sel-marketing tipsSelling You will put you in the drivers seat o your career.

Daniel Pink, New York Times bestselling author o Driveand Free Agent Nation

This book shows you how to determine and get the ideal job or you in any market. It can change your lie.

Brian Tracy, author o Reinvention

This is a great bookSelling You will inspire you and provide valuable tools to architect your career.

Denis Waitley, author o The Psychology of Winning

I youre trying to get more control over your career or grow your business, this is the right book. Its simple, visual, cutsthrough the fu, and tells you exactly what you should do.

Robert G. Allen, bestselling author o Multiple Streams of Income

US $19.95


Selling

YouYour Work LifeCustom Design John Boyd, technology sales veteran, shows you how to use street-tested

sales techniques to get the job and the lie you want. I you eel a longingto make a change, learn how to attract work opportunities that are aligned

with your personal and proessional goals. Find out how to sell and market

yoursel in any economy.


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John Boyds approach o sales is world class. We have beneed on a daily basis rom he

SMAR sales sysem ha he developed.

Alan Davidson

CEO, Cusomer Elie

Johns sraighorward, ocused, personal selling model helped me land he exac job I car ved

ou. I acually enjoyed he process. I do no ear losing my job knowing i I had o, I could doi again.

Rhet Barney

Selling You is ull o he principles and conceps we all need o nd sais ying work. From help-

ing is readers change rom a W-2 o a business perspecive, o he amazing illusraions o help

is audience capure and inernalize is message, his book is a mus read.

Ken Kauman

Founder and CEO, CFOwise, Besselling Auhor, Impac Your Business

Johns principles or seeking an opimum work lie has played a signican role in shaping

my career pah. His ideas helped me land my rs ull-ime sales job in nancial services ou

o college. I increased my salar y a year laer by 228% using Johns ree agency philosophy. Tis

carried over ino my enrepreneurial venuresresuling in he ounding and sale o hreeechnology sar-ups.

Chad Fullmer


Jo

Sellin


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o my Moher,

who has he courage o a housan

Te Illusraed Guide o Selling You: Cusom Design Your Work Lie

Copyrigh2011 by John Boyd

All righs reserved.

BookWise Publishing

Sal Lake Ciy, Uah

www.bookwisepublishing.com

No par o his book may be reproduced or ransmited in any orm by any means, elecronic or mechanical,including phoocopying, recording or by any inormaion sorage and rerieval sysem, wihou specic w ritenpermission rom he publisher. Te scanning, uploading, and disribuion o his book via he Inerne or viaany oher means wihou he permission o he publisher is illegal and punishable by law. Please purchase onlyauhorized elecronic ediions and do no paricipae in or encourage elecronic piracy o copyrighed maerials.

Book Design by Paul Killpack, Highland, Uah

Library o Congress Caaloging-in-Publicaion Daa: Pending

Library o Congress Conrol Number: 2011901399

Te Illusraed Guide o Selling You /John Boyd

ISBN 978-1-60645-060-4

10 9 8 7 6 5 4 3 2 1

Prined in he Unied Saes o America


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Acknowledgements

I sared working on his book abou seven years ag

on i wice. I have many people o hank or helpin

Karen, my wie and riend or he pas weny y

edior, and cheerleader hroughou he process. helping me o unangle my houghs and ge he

orm. Tis is parly her book.

Mike Bohman creaed all o he illusraions. Wi

vision, he conceps have come o lie. Paul Killpac

design o he book cover and inerior. His clean a

my inen perecly.

Im graeul or he ediors o Precision Ediing

Cisneros or helping me o express mysel in

Chrisoersen o BookWise Publishing len m

producion alen and gave me he coaching and

o nish he projec. Tanks o Meagen Bunen an

he BookWise auhors, or giving me energy and m

Alan Davidson helped me o crysallize many o h

his encouragemen and ediing conribuion have

Kris Boyd, my broher and business parner, or

Im graeul o my aher, who has been my lie

personal menor.

Celesa Davis is he prooypical auonomous ag

her career on her erms. Her ediing inpu was in

Fullmer and Brad Jensen or heir infuence on

managemen over he years. My children have als

his bookhey inspire me o be a beter person.


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Table o Contents

Introduction

Autonomous Agent

Cog in the Machine

Back to the Farm

Cubicle Captivity

The Great Escape

My Great Escape

Think Like a Sel-Contained Business

Sculpt Your Career

Daniel P ink s Declara tion o Independence

SMART Selling

SMART Speak

The Magic o Human Interaction The Human Connection Flash Point

Cut Through the Noise

Make Direct Contact

Make Your 10-Second Pitch

Manage and Multiply Your Connections

Get People Out o the Ofce

Questions ar e the Fuel or Building Trus t

Use Sel-Interest to Your Advantage

Show Your Cards


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SMART Relax

Youre Not in a Hurry

Humanize t he O rganization

Humanize the Manager

He Needs You as Much as You Need Him

Peek Behind the Curtain

Ride Out the Cycle

Embrace the Struggle

See the Bigger Picture

Creative Expression

Do Your Best and Heave the Rest

Dont Force It, the Stars Must Be Aligned

SMARTTestTest, L earn, A djust

Assumptions in a Vacuum

Blanket Statements

Fools Kryptonite

Doubting Specter

Creative Problem Solving

Everything is Negotiable

Better to Ask than to Wonder

Always Counter Oer

Conclusion

About the Author

SMART Move

Maintain Consistent Activity 45

Stake Your Claim 46

Take Risks 49

Give Ego a Time-Out 50

Failure by Deault 53

Playing It Too Sae 54

Learned Helplessness 5 7

Mud Bog 58

Changing Trains 61

Diversiy Your Portolio 6 2

SMART AttractAttract, Dont Persuade 65

Become a Proud Cratsman 6 6

Catch the Vision o Your Potential 69

Expert Knowledge Creates High Value 70

High Value Creates More Leverage 73

High Value Creates More Choices 74

High Value Leads to More Confdence 77

Continually Increase Your Value 78

Resist the Box 81

Base Your Pricing on the Impact o Your Contr ibution 82

Maximize Income Per Hour 8 5


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SellingYou

Introduction

Josh makes $120,000 a year and haes his job. Hes

who sis in a cubicle en hours a day wriing code. H

or his ime in 15-minue incremens and he eels

looking over his shoulder. He loves creaing sowarover how he spends his day makes him resenul. W

job, his usraion is obvious. He eels rapped.

Mos o us will spend a signican porion o our im

as much as eighy percen o our waking hours hro

one o he greaes opporuniies or happiness and

like Josh, a source o rusraion and misery.

Research has shown ha we have a basic psycholog

our acions are reely chosen. In oher words, emoi

ongoing eelings o auonomy. Auonomy means h

are sel-deermined and are in line wih our ineres

Te lack o his sel-deerminaion is a srong predi

such as rusraion, helplessness or h opelessness. Ha

day can be a signican source o disconen.

Troughou my career, I have ried o creae a work

largely sel-chosen and are aligned wih my ineres

liesyle has conribued grealy o a sense o person

Te process o successully cusomizing my own car

help ohers creae a work lie ha gives hem greaer

ulllmen.


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SellingYou

2

All truly wise thoughts have been thought alreadyto make them truly ours, we must think them over

take rm root in our personal experience.

Te biggest mistake that you can make is to believe

somebody else. Job security is gone. Te driving o

fom the individual. Remember: Jobs are owned

your career!

Wha belies do you have abou work? How do you nd i or creae i? Wha

are you worh o employers and how do you marke yoursel o hem?

As I help you o answer hese quesions, I will explain specic principles ha

have inspired me and many ohers o proacively seek ullling work and increase

personal happiness. Some o he ideas you will have heard beore and ohers will

be new; all will be uniquely conveyed hrough he lens o my own experience.

My goal is o assis you in dening and creaing your preerred work siuaion.

In addiion, I wan o help you gain he condence o ake more conrol o

your curren job search, and ulimaely your whole career.

Te rs secion will challenge you o redene how you hink o yoursel and

wha you are oering o he markeplace. Te remaining ve secions w ill ake

you hrough my SMAR selling model ha will show you how o approach

your job search like a sales process.

Included in he conceps are insrucions or aking acion oward your goals,

as well as ideas or avoiding obsacles ha migh sop you rom moving oward

he changes you desire. By applying hese principles, you will increase your

abiliy o sell yoursel eecively, develop he career o your choice, and nd

happiness in ha pursui.

For simpliciy, I will assume in he ex ha you are a job seeker engaging in a

job search. Please noe, however, ha hese principles are equally relevan o

reelancers, enrepreneurs, salespeople and anyone who wans o own heir

career. You can exchange comparable erms reely, such as conracor job oer,

sales meeing or inerview , and clienor hiring manager , depending on your

paricular siuaion.

Each concep is associaed wih a ull page illusraion, and many include a

sory. All o he sories are rue, hough some o he names have been changed.

Tese images and anecdoes add clariy o he conceps. Hopeully, he ideas

in he ollowing pages will moivae you o ake chances, make changes, and

cusomize your work lie.


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4

SellingYou

Autonomous AI wan o ask you o hink in a way ha may requir

rom your curren perspecive. Tink o yoursel

agen who has he abiliy o clearly dene your ide

condence o make i happen.

Why? Because you mus believe ha you have he p

experiences beore you will be able o ake conrol

no believe you have some conrol, you are unlikely

you desire i.

Being an agen o your career means aking person

choices. Insead o passively acceping your circ

auonomy o acively seek he changes you desire.

I you have he mindse o an auonomous agen

proacively creae your ideal career. Wheher you

independen business owner, perceiving yoursel h

o conrol how you oer your services, charge or as an individual worker.

See i hese conceps inspire you o a more independ

yoursel and your work . . .

Te great and glorious masterpiece o man is to kn


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6

SellingYou

Cog in the Machine

Troughou hisory, people worked in small owns or villages as independen

armers, shopkeepers, and blacksmihs, ec. Resourceulness and ingenuiy,

combined wih hard work, made people producive and successul.

Wih indusrializaion, corporaions began o dominae many o he worlds

economies. ime clocks, policy manuals, and managed processes began o

diminish individual iniiaive.

Insead o being small, auonomous eniies, individuals became dependen,

generic componens o he corporae srucure. As a resul, workers began o

eel like heir ideniy was absorbed by he corporaion and ha heir individual

eors had litle impac on he companys producion or progress. Tey became

cogs in a corporae machine.

Many eel he same oday.

I want my identity back. I dont want to be known as the CEO o AOL

ime Warner . . . Im my own person. I have strong moral convictions.

Im not just a suit. I want poetry back in my lie.

Gerald Levine


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SellingYou

8

I you dont design your own lie p

into someone elses plan. And gue

or you? Not much.

Back to the Farm

Forunaely, changes in inormaion echnology are

individual workers, o ake more conrol o our car

any ime, in any locaion.

A graphic designer in Chicago can work on a proj

An American exchange suden in China can make

Los Angeles.

Were reurning o our m ore enrepreneurial, preI

us aren armers or radespeople, bu we can hink

rea our work lives as hey did.

More han ever, you have he abiliy o be he

you embrace and uilize your auonomy. Lik

you are in conrol o wheher you work har

and ail.

Accep ha he responsibiliy o cr

wih you personally. Use your creaiva unique producYouha you


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10

SellingYou

Cubicle Captivity

Maybe youve been laid o and canno nd a job. Or youre working, bu aren

making enough o pay he bills. Or you go o work and eel like your alens are

no ully uilized.

I so, you are in cubicle capiviy. You eel rapped and have litle hope. Capiviy

is miserable. I you say in a siuaion like his or long, your happiness and

moivaion will decrease.

Jason was working as a language ranslaor abou en years ago. He was

making $15 an hour and was bored wih his job. He was also in he process

o declaring bankrupcy because o an invesmen ha wen souh. Tough

he knew he could do beter, he didn have a college degree and el like his

opions were limied.

Is easy o eel like Jason, even i your circumsances are dieren. When you

don like your work siuaion, and you don know how o make a change,

eelings o discouragemen can be overwhelming.

I you want total security, go to prison. Tere youre ed, clothed,

given medical care and so on. Te only thing lacking . . . is feedom.

Dwight D. Eisenhower


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SellingYou

12

The Great Escape

Bu here is a way ou. You have he abiliy o escap

gain conrol o your career and your work day. Te rs

can creae a saisying work lie.

Jason resolved o ake he iniiaive and make a

bankrupcy atorneys oce one day, he decided o

company across he hall and ask abou soware dev

He was old by he hiring manager ha an opening

would be available in abou a monh.

Despie his lack o programming experience and

ook some risk upon himsel and oered o do he jo

opening was confrmed. Tey agreed. He learned eno

o keep he job and successully launched a career h

consisenly earn a six-fgure income while doing w

and enjoyable.

Jason believed in himsel and condenly approach

a calculaed risk and creaively closed he deal. Evecapive mindse isn exacly like Jasons, don be

move orward. Begin o consider possibiliies ha m

a Grea Escape.

One can never consent to creep when one eels the im

Documents

Selling You Introduction