Page 193 - How To Sell Yourself

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.