“Why would they hire me now?  In this economy, there are far more experienced people, "  Sally said to herself, on her way to a job interview.  Miranda was on her way to show a perspective client some real estate properties.  “Everyone is afraid of making changes in this economic environment.  I know I am wasting my time,” she silently muttered.  Elizabeth, was going to ask a potential donor to help contribute to a capital fund, “There is no way they are going to go the extra mile, right now,” she thought.    Sally, Miranda and Elizabeth, (not their actual names),  and countless others like them, are not even cognizant of their thoughts as they prepare to sell themselves, their causes and their products.

We all have conversations with ourselves on a multitude of topics.  These thoughts are often so fleeting that we do not always notice their existence and we are not attuned to their significance.  We do not realize the impact they can have on our beliefs and behavior.  As Henry Ford so aptly stated, “Whether you think you can or think you can’t---you’re right.”

 When we go on a job interview, when we fund raise for a cause and when we sell our products or services---the first and most important person we must sell is ourselves.  If we are not believers—how can we possible convince others?

 Conviction is convincing.  When a consumer or contributor is making a decision they want validation that they are doing the right thing. Can you imagine, on the way to the operating room, hearing your doctor say, “I’m not sure you should undergo this type of surgery?”  Or, on the way to the court room having your lawyer state, “I’m not effective in communicating to juries.”  While these images are laughable, we communicate this same uncertainty when our thoughts are marked by negativity and self doubt.

 Make yourself aware of your negative self-talk.  Acknowledge your fears and challenges.  Then replace your negative thoughts with positive ones.  For example, Sally could replace her negativity with something like, “Yes, the economy is tough, that is precisely why they should hire me.  I will prove to be terrific asset adding value to their bottom line.”  Similarly, Miranda could pump herself up by replacing her negativity with, “In this real estate climate, my client has a terrific opportunity to buy a property at below market value.” 

Make sure you sell yourself first.  Be your own advocate.  Communicate with passion and conviction. If you are not confident, you will unwittingly communicate this to your perspective buyer and they will lose confidence in you and your product.