110 How to Sell Yourself
“One little boy got really caught up and wiggled his way from
the back to the front as she wound up with, ‘And the wolf ate up
Grandma.’
“That little 5-year-old, eyes big as saucers, looked up at her
and said, ‘That son of a bitch.’”
Stories work.Pride doesn’t mean arrogance
Most of us grew up with parents and loved ones who con-
stantly told us, “Don’t brag.” “Don’t be boastful.” “Don’t go
around blowing your own horn.” And so we feel very uncomfort-
able calling attention to things we’ve done that we’re proud of.
What we fail to realize is that there can be a tremendous dif-
ference between blowing your own horn and telling an audience
about things you’re proud of having been a part of.
Style and attitude make the difference
Much of the difference is in the style and attitude involved in
the telling. It’s basically the difference between the colossal ego
and the person who’s genuinely humble but proud of having done
really good work. The colossal ego comes on like “Mighty Mouth.”
The words I and Me dominate the communication. The effect
sounds like, “You couldn’t have done it without me. I’m person-
ally responsible for this triumph.” It’s so much more pleasant to
hear, “I’m proud to be part of this terrific team.” Think about it.
It’s one of the fine lines in all interpersonal communication.
A simple, honest self-appraisal is best
In resumé-writing and job interviews, it’s like walking a tight-
rope. How do I make myself look like the best possible applicant
for the job without making myself appear to be the most egotisti-
cal oaf in the world? And remember: Almost every communica-
tion is like a job interview, making a sale, campaigning for elective
office, or making a presentation.
The style and attitude of your pride in yourself, your product, or
your idea are the keys to the audience’s appreciation of you as a
trustworthy, competent, and likable person. Statements such as “I’m
the greatest” can’t work. But no one will object to “I love what I do.
I do it well. And I’m always looking for ways to do it better.”
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Team-Fly®