The document reviews the book "How To Sell Yourself" by Joe Girard. It provides details about the author, the book, and summarizes the content of some chapters. The chapters discuss topics like selling yourself, developing self-confidence, positive attitudes, listening skills, keeping promises, persistence and more. The review concludes that the book is very useful for motivation, personality development and infusing self-confidence, especially for sales and marketing people.

1. BOOK REVIEW
How To Sell Yourself
By Joe Girard
Review By Mr. Manish Tripathi
1st year , Master of Information Management
Thakur Institute of Management Studies and Research
(Friday, 21st August , 2015)

2. ABOUT THE AUTHOR
• From Michigan , USA
• A loving husband and father of two
• News boy at age nine then dishwasher , delivery boy , stove
assembler and home building contractor
• Then started car sales career in Chevrolet , Michigan
• Sold 1425 cars in 1973 –“Guinness Book Of World Record”
• Author of many books on sales and a public speaker

3. ABOUT THE BOOK
• Written in 1979
• First published in March 1981
• Robert Casemore – Joint author
• Introduction by Dr. Norman Vincent Peale – author of “The
power of positive thinking”
• A classic book suitable for all time and ages
• Written in American style with lots of slang
• Total 19 chapters with exactly 300 pages
• There is “Do these things now” at the end of each chapter

4. 1
SELLING YOURSELF ON YOU
• We are all sales people
• You must be sold on yourself
• There is only one you
• You are Number 1
• Three steps of liking yourself
• Turning catcalls into compliments
• Keep away from losers and emulate winners

5. 2
SELLING YOURSELF TO OTHERS
• The importance of a saleable package
• Eight rules of body care
• Eight rules concerning clothing
• Know what you are selling
• Three exercises for keeping fit

6. 3
BUILDING SELF-CONFIDENCE AND COURAGE
• There is no such thing as no confidence
• If you do not have faith in you , who will have it in you?
• Confidence breeds confidence
• Five rules to get rid of fear

7. 4
DEVELOPING POSITIVE ATTITUDES
• Your attitude towards others depends on your attitude
towards yourself
• Three rules for positive attitudes
1) Widen your outlook
2) Turn yourself around
3) Use your think power

8. 5
EXERCISING ENTHUSIASM
• You are selling the world’s #1 product – YOU
• Never want to be without flavourful ingredient – enthusiasm
• Four step enthusiasm exercise
1) Care about something deeply
2) Get excited out loud
3) Use a battery charger
4) See life as a kid

9. 6
LEARNING TO LISTEN
• God gave everyone two ears and one mouth
• There people MUST be a good listener
• Listening is a fine art
• Twelve rules for learning to listen

10. 7
SPEAKING ANOTHER LANGUAGE
• Become Bilingual in English
• Speak the language that customers can
understand
• Use right words
• “Other language ” tips

11. 8
MANAGING YOUR MEMORY
• Ability to manage memory can save sale.
• Elephant vs mule.
• Ten memory management rules

12. 9
TELLING THE TRUTH
• Two reasons for telling truth
1) You feel good
2) To earn trust and respect
• The price of falsehood
• Four things to do
• Four things not to do

13. 10
THE POWER OF A PROMISE
• Promises – the measure of sincerity
• Two rules of promises
1) Keep the promises you have made to date
2) Think before you promise

14. 11
THE SENSATION OF A SMILE
• I saw a man who did not have a smile, so I gave
him one
• A smiles melts steel
• How to get extra “smileage”

15. 12
BEING A SECOND-MILER
And if anyone forces you to go
One mile , go with him two miles
Matthew 5:41 ( Bible)
• Always do more than you are asked to do
• Ten second-mile rules of success

16. 13
SELLING YOURSELF AS A YOUNG PERSON
• Young people have twice as hard a job selling
themselves
• Young people have what mature do not have
• Eight “Young People” rules
• How to handle the interview

17. 14
SELLING YOURSELF IN MATURITY
• How to blow it as a mature person
• Ten positive rules for the mature people
• Live for others

18. 15
SELLING YOURSELF AND YOUR PRODUCT
• Basic selling strategy
• Four good guidelines for selling
• Four rules of salesmanship

19. 16
SELLING YOURSELF AND YOUR SERVICE
• Service selling strategy
• Selling a certain future

20. 17
SELLING YOURSELF WITHOUT SELLING OUT
• How to keep from selling out
1) Protect your good name
2) Keep the right company
3) Stick to your principals
4) Beware of compromising
5) Try saying no

21. 18
GIRARD’s CHAIN REACTION
• The law of 250
• Accentuate the positive
• Multiply yourself

22. 19
THE PAYOFF OF PERSISTENCE
• Life is a marathon
• The elevator is out of order
• The three rules for being persistent
1) Know what you want and commit yourself
2) One step at a time
3) No only means maybe and maybe always means yes

24. Conclusions
• “How To Sell Yourself ” by Joe Girard is great book for
motivation and personality development
• More useful for sales and marketing people
• Infuses the sense of self confidence and
inspires to achieve higher
• Makes us feel special