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    The Art of Selling Yourself: The Simple Step-by-Step Process for Success in Business and Life

    The Art of Selling Yourself: The Simple Step-by-Step Process for Success in Business and Life

    by Adam Riccoboni, Daniel Callaghan

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    ADAM RICCOBONI is a business development professional, entrepreneur, and founder of successful publishing and consultancy companies. DANIEL CALLAGHAN was elected president of the Entrepreneurs Society and named one of the UK's Future 500 leaders by The Guardian.    Together, they cofounded MBA & Company, a freelance consultancy network, which has been featured in The Economist and Financial Times. They have been selected as one of twenty businesses worldwide by New York City mayor Michael Bloomberg to be part of a yearlong program to build the entrepreneurial scene in New York.

    Table of Contents

    Acknowledgments 10

    Introduction

    Selling yourself is the key to success 11

    Selling yourself is essential in the corporate world 12

    Selling yourself is crucial as an entrepreneur 12

    People at the top sell themselves all the time 13

    The world is shaped by people selling themselves 13

    Selling yourself is now more important than ever 14

    We know this works 14

    This book will help you do it 15

    Step 1 Self-Belief and Confidence

    Why do you need self-belief and confidence? 17

    How this chapter will help you develop self-belief and confidence 18

    Finding your self-belief 18

    Displaying confidence 25

    Case study: Donald Trump, self-belief and confidence 28

    What you have learned about self-belief and confidence 31

    Step 2 Personal Preparation

    Why is personal preparation useful? 33

    How this chapter will help you with personal preparation 34

    Pre-sales preparation 35

    Sales preparation 40

    Case study: Warren Buffett and the importance of personal preparation 50

    What you have learned about personal preparation 53

    Step 3 Personal Presentation

    Why is personal presentation important? 55

    How this chapter will help you with personal presentation 56

    Individual presentation 57

    Write the perfect résumé 58

    Case study: Sir Richard Branson and personal presentation 62

    What you have learned about personal presentation 68

    Step 4 Communication

    Why communicate? 69

    How this chapter will help with your communication 71

    Verbal, non-verbal, visual and written communication 72

    Case study: Oprah Winfrey and communication 81

    What you have learned about communication 83

    Step 5 Empathy

    Why is empathy important? 85

    How this chapter will help you with empathy 86

    What is empathy? 87

    Case study: Anita Roddick's empathy 95

    What you have learned about empathy 98

    Step 6 Under-Promise and Over-Deliver

    Why under-promise and over-deliver? 99

    How this chapter will help you to under-promise and over-deliver 100

    How to complete a project with excellence 101

    Case study: The Google IPO 109

    What you have learned about under-promising and over-delivering 112

    Step 7 Going the Extra Mile

    Why is going the extra mile important? 113

    How this chapter will help you go the extra mile 114

    Section 1: Produce your mental shift 114

    Section 2: Execution 117

    Case study: Jeff Bezos and getting bigger faster 126

    What you have learned about going the extra mile 129

    Step 8 Overcoming Setbacks

    Why is overcoming setbacks important? 131

    How this chapter will help you to overcome setbacks 132

    So, who suffers setbacks? 132

    How do you overcome setbacks? 133

    Case study: Peter Jones's determination 138

    What you have learned about overcoming setbacks 139

    Step 9 Managing the Media

    Why manage the media? 141

    How this chapter will help you manage the media 142

    Section 1: Traditional media 143

    Section 2: New media 148

    Case study: Mark Zuckerberg and the Facebook revolution 156

    What you have learned about managing the media 159

    Step 10 Leadership

    Why is leadership important? 161

    How this chapter will help you with leadership 162

    Section 1: Individual leadership 162

    Section 2: Leading a team 170

    Case study: Jack Welch's transformational leadership 173

    What you have learned about leadership 176

    Final Thoughts

    The future of selling yourself 177

    Bibliography 181

    Index 185

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    Set yourself apart from the crowd!   In today's troubled economic market, everything is a tough sell. From products to services, everyone is consuming less as they tighten their belts. In this respect, it's easy to forget that the job interview is becoming more and more like the showroom—where the interview itself is the pitch, and the product you're selling is yourself.

    The Art of Selling Yourself will provide you with the knowhow you need to navigate today's tough business terrain and achieve success in your career and your life. It shows exactly how uniquely successful people—from Mark Zuckerberg to Warren Buffett—have achieved success, and provides you with the latest management knowledge from leading academies and universities. With an easy-to-use, ten-step process, this book will assist you in:

    • Developing more confidence

    • Swiftly recovering from challenging setbacks

    • Taking control by letting go of anxiety

    • Networking not just for business, but for pleasure

    • Conversing comfortably on topics that may be a bit out of your reach

    • Succeeding in areas you never previously considered by moving out of your comfort zone

    • Creating lasting, genuine connections with others

    • And much more!

    In short, this book will make you a pro at selling your most important asset—yourself!

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    Self-Help & Relationships
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    Success, Motivation & Self-Esteem
    Publishers Weekly
    This book is a perfunctory lesson in self-presentation and showmanship from business development professionals Riccoboni and Callaghan. During all the times we need to promote ourselves directly in our working lives—writing a résumé, attending a job interview, convincing colleagues of a new idea, gaining a promotion or pay raise—it’s in our own hands to convince the person with the power to give us what we want. Riccoboni and Callaghan take readers through the necessities of developing self-belief and confidence, understanding their own best qualities and wants, developing “soft skills” such as empathy, maximizing personal presentation, and managing social media. Using worksheets and case studies (Donald Trump, Warren Buffett, Oprah Winfrey, and Jeff Bezos), the authors propose a strategy of the virtuous cycle of behaving confidently—in essence, faking it until they make it. It may all be decent advice, but unfortunately, the content is too hastily skimmed over and comes across as superficial. Agent: Lesley O’Mara, Michael O’Mara Books. (Oct.)
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