182 How to Sell Yourself
Be positive
Just about everyone prefers a “can do” person to a “no can
do” one. Also, you can stay out of a lot of trouble by giving infor-
mation rather than issuing denials, being negative and defensive.
Talk with pride
What a difference pride makes in your attitude and your de-
livery! Think of the attitude that follows the statements “I’m proud
to be able to tell you,” or “Our record speaks for itself. It’s the
best in our field,” as opposed to “We never do that,” or “You
don’t have your facts straight.”
Be ready for the worst possible scenario
Be prepared for confrontation. And when someone fires at
you, don’t immediately fire back. You’ll miss unless you pause,
look directly at your adversary, think carefully about your reply,
and then give a positive answer rather than a defensive reply or a
denial. With the possible exception of, “When did you stop beat-
ing your wife?” almost any question or accusation can be turned
in your favor.
Be honest
Yes, there are some people who can lie effectively, but you
and I aren’t among them. Yes, the truth can be a cause for trouble,
but if you tell the truth, you never have to remember what you
said. You can never get in as much trouble as the trouble that can
be caused by lying. If you can’t tell the truth, keep your mouth
shut even if people suspect you may be hiding something. The fact
is that people love to be told the truth, even if the teller knows
he’s doing some damage to himself.
Admit, “I don’t know.”
It’s a key provision of honesty. No one expects you to know
everything, but each of us feels “I should know the answer to