Wednesday, March 13, 2013

Selling Yourself: The Likability Factor

So I know it's been a while, when my FATHER asks if I can update my Blog. :)  I told him to write something inspirational and of course he obliged!
 

Guest Blog - Selling Yourself: The Likeability Factor
 - Lawson Bell

Lawson Bell spent many years in Sales, and was a District Manager and International Business Development Consultant in his last role prior to retirement.  A philosopher at heart, and coach to those who are receptive and worthy, he has been a great inspiration to me when I need motivation, as well as an objective ear when I need to bounce ideas off someone unbiased to keep me balanced. 

 
 
Have you ever exited an interview with a "good feeling" about how things went?  A sense of excitement about your prospects of success?  I submit that you got that feeling because you either connected on a human level with the interviewer or sensed that they connected with you.
 
There's an old sales adage: PEOPLE BUY FROM THOSE THEY LIKE, all other things being equal.  Similarly, when in an interview setting, if all other hiring requisites are met and two people are deemed equal, the "human factor" can play a significant role in getting hired. 
 
So how does one become liked in an interview?
People "like you", not for your degrees or job experience, but rather for your human qualities. For example, one of the most endearing qualities one can portray is self awareness and how effectively you use it.  Other examples of human traits that draw others to liking you are:
  • honesty, confidence, candor, empathy, curiosity, humour, politeness, manners, humility, competitiveness, work ethic, and lateral thinking.
All come with the caveat of being appropriate to the situation. 
 
The first step in sales is to: KNOW YOUR PRODUCT - in this case, that's you! 
The first step is to have a frank discussion with an objective person that knows you well; take an inventory of those positive human traits that distinguish you from others. As Zig Ziglar would say: "Give yourself a check-up from the neck-up".
  • Determine how these qualities have worked for and against you.
  • Which do you over use?
  • Under use?
  • What will you do to improve yourself?
Obviously, if you don't possess certain attributes you can't portray them, but you can commit to improving yourself - which when coupled with concrete action steps can turn a negative into a positive.  Being self aware is a highly sought after trait!

The second step is to: KNOW YOUR CUSTOMER, in this case the interviewer.
This is often a dynamic process, and, as you typically don't get to know much about the interviewer prior to meeting them, you must pick up and react to receptivity signals as they come up. I find that in addition to info on job and company, if I make one of my objectives during the interview, to understand the motives and objectives of the interviewer, that areas of common respect and appreciation will inevitably present themselves.  This will lead to some of my personal qualities comming through. Obviously, any prior pertinent  information such as motivation, interests, personality type etc. can provide some insight as to areas of commonality and in turn, those personal attributes which may appeal to the person. 
How readily you perceive and adapt to the interviewers motives and objectives, can demonstrate without ever saying it,  a lot about your empathetic and interpretative skills which in turn can contribute to that desired " good feeling".
 
In the final analysis:
You want the interviewer to have that "good feeling" about you, during and after the interview. By knowing yourself and role playing ways in which you can subtly showcase your "personal best" human traits, you will go a long way to realizing this goal, and improve your success in selling yourself.

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