hOW TO SELL YOURSELF

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 HAIR
USE MAKE UP WHEN REQUIRED
SHAVE OFTEN
CHECK YOUR POSTURE
WEAR PROPER CLOTHING
WEAR PROPER SHOES
USE ACCESSORIES THAT COMPLIMENT NOT
DISTRACT
SELLING YOURSELF AS A YOUNG
PERSON
WHO 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 ATTITUDE
There are three rules for positive attitude :
WIDEN YOUR OUTLOOK.
TURN YOURSELF AROUND.
USE YOUR THINK POWER.

SELLING YOURSELF IN MATURITY
Maturity 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
PERSON
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” words
Drop the “hold back” words
Use simple words
Don’t wave “red flag” words
Go easy on the slang
Say what you mean
Mean what you say
Forget 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 Rules
Open an account in your memory bank
Don’t bank trivia
Clean the slate daily
Use word association
Don’t trust your memory
Don’t muddle your memory
Avoid memory traps
Put repetition to work
Keep your mind busy
Remember 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 Strategy
Prospecting
Qualifying
Presenting
Demonstrating
Answering objections
Closing
Follow-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 FALSEHOOD
Telling 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’S
1. 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 MILER
IF 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 STRATEGIES

Prospecting
Qualifying
Demonstrating
Presenting
Answer objections
Closing
Follow-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.

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HOW TO SELL YOURSELF

Joe Girard the author of this book is enlisted as worlds no.

This is a motivational book produced out of experiences of

Its full of positive thinking and contains all workable ideas

YOU ARE NO. 1 PRODUCT, NO ONE CAN SELL

YOU MUST BE SOLD TO YOURSELF.

HOW DO YOU PROVE YOU ARE NO. 1

TURN CRITICISM INTO COMPLIMENTS.

THE ROAD TO WINNING IS TO BELIEVE THAT

SELL QUALITIES WHICH YOU HAVE

HOW TO GRAB THIS OPPORTUNITIES ?

APPLICATION AND INTERVIEW

LISTEN AND QUESTION.

KNOW WHEN TO LEAVE.

◘ Confidence never fails you.

◘ Have confidence in yourself, then others will have

◘ ASSOCIATE WITH CONFIDENT PEOPLE.

◘ TURN UP YOUR CONFIDENCE MACHINE.

◘ BE MASTER OF YOUR SHIP.

WIDEN YOUR OUTLOOK.

TURN YOURSELF AROUND.

USE YOUR THINK POWER.

It is a state of being , not a label.

Older people are a bank full of knowledge and

Look at what you have going for you.

2] Think about retiring.

3] Get regular medical checkups.

4] Eat sensibly and get plenty of rest.

5] Read a newspaper everyday.

7] Find a hobby – woodworking , painting , flower

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

10] LIVE FOR OTHERS.

How we speak another person’s language

Lack of knowledge of a particular foreign language

It is how we remember things.

The simple act of remembering things can open

Selling yourself and your product does not consist of

Be your own best customer

Put yourself in the customer’s shoes

Don’t get behind a curtain

Be bigger than your product

1.It makes you feel good.

2.It’s the only way to earn trust and

In court , one takes oath.

Failure to tell the truth under oath has led to many a

2. Think twice before speaking.

3. Think of another way to say it.

4. Temper truth with kindness

Like everything else – charity , respect for others ,

Just wait , think for a moment about what you want

The same system works for truth telling ,too.

With a little practice , you can usually find another

Find another way of saying the truth or add a touch

2. Don’t cover up for others.

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

4. Don’t tell “little white lies.”

Playing around with the truth can have disastrous

for eg., story of the shepherd.

Try refusing to do so.

eg., receptionist or secretary.