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Issue 120 - 06 | Sell Yourself First
By Tom Hopkins & Ben Katt Published Aug. 20, 2014 12:00 p.m.

“People buy you first! It doesn’t matter if you’re meeting people for the first time in a social or business situation, you won’t get far unless you sell yourself first. This comes as a surprise to many people who just show up without thinking about the impression they make on others. In the case of sales professionals, they may prepare their presentations well, but not pay as much attention to preparing themselves as to how they, personally, come across to potential clients.

The basic premise of this article is that ‘it matters.’ It matters if you show up 20 minutes early (awkward in social situations), 10 minutes early (usually appropriate for business), on time (okay in social situations, maybe not for business) or 10 minutes late (never acceptable).

It matters if you’re dressed and groomed appropriately—including whether or not you’re wearing the right shoes (and that they’re in good condition). When you want to capture the attention of others and have them view you as a competent individual, dress and act like one—appropriately for the situation in which you’re meeting them.”


About Tom Hopkins & Ben Katt | Tom Hopkins is renowned as The Builder of Sales Champions. He is a sales expert who has trained over five million students on five continents, and authored 17 books on the subjects of selling and success. Ben Katt is a sales professional, entrepreneur, and consultant to national and regional corporations. By combining their experiences in selling and training, they’ve developed a unique approach to the sales process that’s proven to eliminate becoming lost in the sale, and helping sales pros get past more no’s.


Books By This Author, including contributed work

Hardcover  (9781591840404) 
Published 2004-08-01T06:00:00.000-05:00  by Portfolio 
Price: $15.93 to $22.36
Paperback  (9781610660037) 
Published 2011-04-01T06:00:00.000-05:00  by Writers of the Round Table Press 
Price: $12.95
How to Become a Complete Salesperson (Warner Books)
Paperback  (9780446393706) 
Published 1993-07-01T06:00:00.000-05:00  by Grand Central Publishing 
Price: $20.99
Building Relationships and Achieving Results
Paperback  (9780470111253) 
Published 2007-03-01T06:00:00.000-06:00  by John Wiley & Sons 
Price: $86.95
eBook  (9781118236291) 
Published 2012-01-04T00:00:00.000-06:00  by For Dummies 
Price: $19.99
Paperback  (9781118967232) 
Published 2015-03-01T06:00:00.000-06:00  by For Dummies 
Price: $14.48 to $18.39
Paperback  (9780757002854) 
Published 2006-03-01T06:00:00.000-06:00  by Square One Publishers 
Price: $15.95
38 Knitted Designs to Embrace Inspire & Celebrate Life
Paperback  (9781600850035) 
Published 2008-09-01T06:00:00.000-05:00  by Taunton Press 
Price: $14.46 to $18.36
Secrets to Selling When No One Is Buying
eBook  (9780446558501) 
Published 2010-02-14T00:00:00.000-06:00  by Business Plus 
Price: $9.99
Motivation from Today's Top Sales Coaches
Paperback  (9781613397831) 
Published 2016-05-01T06:00:00.000-05:00  by Made for Success Publishing 
Price: $15.72 to $19.96
Paperback  (9781613398036) 
Published 2016-02-01T00:00:00.000-06:00  by Made for Success Publishing 
Price: $11.33 to $14.39
Hardcover  (9780985364335) 
Published 2015-08-09T00:00:00.000-05:00  by Celebrity PR 
Price: $19.95
The Culture and Politics of Getting Innovation Wrong
eBook  (9781630474850) 
Published 2015-04-06T00:00:00.000-05:00  by Morgan James Publishing 
Price: $7.78
Hardcover  (9780988641839) 
Published 2013-04-01T00:00:00.000-05:00  by Celebrity PR 
Price: $19.95
eBook  (9781486435555) 
Published 2012-10-23T00:00:00.000-05:00  by Emereo Publishing 
Price: $17.38
Paperback  (9780446692748) 
Published 2005-05-01T00:00:00.000-05:00  by Business Plus 
Price: $10.71 to $13.60
Essential Strategies for Keeping a Sale Moving Forward
eBook  (9781455550586) 
Published 2014-03-31T00:00:00.000-05:00  by Business Plus 
Price: $14.99
Perception Versus Reality of Traders in Today's Market
Hardcover  (9781118985496) 
Published 2016-11-01T00:00:00.000-05:00  by Wiley 
Price: $25.20 to $32.00
Essential Strategies for Keeping a Sale Moving Forward
eBook  (9781455550586) 
Published 2014-03-31T00:00:00.000-05:00  by Business Plus 
Price: $14.99
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