192 How to Sell Yourself
Lustberg on...
Points to remember.
Your mind:
- Know in advance exactly what you can—and cannot—
say about the organization you represent. - Develop a positive attitude and frame of mind. Maintain
it no matter what. - Eliminate negative buzzwords.
- Make positive statements. Tell people what you do, not
what you don’t do. - Pause. Don’t talk until your mind is working.
- Maintain a sense of rapport with the person you’re
talking to. - Make your point in terms that are meaningful and
memorable. - Relax. Breathe correctly.
- Keep it short and simple.
Your face:
- Don’t frown or put on a neutral mask in an effort to
look professional. Instead, raise your brows to project a
warm, welcoming person. - Smile at every appropriate opportunity.
Your body:
- Stand comfortably but erect.
- If you’re seated, keep your back straight and lean
slightly forward. - Force yourself to use gestures—but only when they look
natural.
Your voice:
- Make your tone warm by opening up your face and using
gestures. - Use pitch and rate conversationally.
- Use only enough volume to be heard.