How to Sell Yourself: Using Leadership, Likability, and Luck to Succeed

257 Pages·2008·1.03 MB·English

by  Arch Lustberg

“Thanks for your delightful book. It is superb and reflects the distilled
wisdom of a lifetime’s experiences, observations and analysis. Practical,
appealing, encouraging and warm, your concise work helps your readers
navigate the complexities of communication with clarity and humor.”
—Henry Gibson, Actor
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“Hundreds of librarians have seen and heard Arch at conferences.
Hundreds more have seen his tapes. And this book distills the proven,
easily remembered Lustberg tips for effective public speaking,
convincing presentations and handling interviews.
—Charles W. Robinson, Director Emeritus,
Baltimore County Public Library;
Editor, Library Administrator’s Digest
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“Nervous speakers have long been advised to ‘picture the audience
naked’ as a tool for overcoming stage fright. For the truly professional
speaker, however, Arch Lustberg reveals far more useful—and
practical—techniques for giving effective, engaging presentations in his
book.”
—Spectrum: The Journal of State Government
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“The essence of acting is the ability to guide and control the thoughts
and emotions of the audience. The speaker is the first cousin of the
actor, sharing the need to reach an audience’s heart and mind. To help
you achieve that, I recommend the expert advice of Arch Lustberg.”
—Philip Bosco, Actor
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A L
R C H U S T B E R G
H
OW TO
S Y
E L L O U R S E L F
R E
EVISED DITION
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Using Leadership, Likability,
and Luck to Succeed
Franklin Lakes, NJ
Copyright © 2008 by Arch Lustberg
All rights reserved under the Pan-American and International Copyright Conventions.
This book may not be reproduced, in whole or in part, in any form or by any means
electronic or mechanical, including photocopying, recording, or by any information
storage and retrieval system now known or hereafter invented, without written
permission from the publisher, The Career Press.
HOWTO SELL YOURSELF, REVISED EDITION
EDITEDBY JODI BRANDON
TYPESETBY EILEEN DOW MUNSON
Photographs by W.A. Williams
Cover design by Lu Rossman/Digi Dog Design NY
Printed in the U.S.A. by Book-mart Press
TelePrompTer® is a registered trademark.
United States Chamber of Commerce Communicator® is a registered
trademark.
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-
0310) to order using VISA or MasterCard, or for further information on books from
Career Press.
The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
www.careerpress.com
Library of Congress Cataloging-in-Publication Data
Lustberg, Arch.
How to sell yourself : using leadership, likability, and luck to succeed / by Arch
Lustberg. — Rev. ed.
p. cm.
Includes index.
ISBN 978-1-56414-998-5
1. Interpersonal communication. 2. Success. I. Title.
BF637.C45L877 2008
153.6--dc22
2007046870
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For Hunter,
Liam,
and
Jackson
(cid:139)
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A
cknowledgments
This book would not be a reality without the help of three of the key
women in my life: Marguerite Savard, who runs my business; Susan Paynter
Hasankulizade, who edits my quarterly newsletter; and my wife, Jean Anne,
whose five published novels were part of my literary training.
And I mustn’t forget Robert Patrick O’Connor, the editor who made
all of Jean Anne’s and all of my books happen.
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C
ontents
Introduction 11
Chapter 1: 19
Selling Yourself
Chapter 2: 29
Selling Your Competence
Chapter 3: 43
Selling Your Likability
Chapter 4: 65
Selling Your Confidence
Chapter 5: 77
Selling With the Right Signals
Chapter 6: 91
Selling Yourself as a Speaker
Chapter 7: 115
Selling Yourself in Confrontation and Media Interviews
Chapter 8: 151
Selling Yourself in the Classroom
Chapter 9: 157
Selling Your Product