Don’t sell yourself short

Weiss Advice Issue: 240,  July 2023

I find myself coaching a great many people with whom I use the phrase, “Despite all the evidence to the contrary.” By that I mean they’re holding a negative position or self-image which is not supported empirically.

The damn facts are otherwise.

These aren’t solely people who think their success has been the result of “luck” or others’ actions on their behalf. These are often people who have forgotten or repressed their own successes.

“Well, I guess I did succeed with them,” they’ll admit, or “You’re right, I had forgotten about that.” I think this goes beyond the famed “imposter syndrome” and it’s actually a case of a distaste for marketing and sales.

There are people who actually feel that the sales process is adversarial, where one person wins and the other loses. There are idiotic books which claim that “the prospect wins” when you don’t get the sale. Their successful sale was rejecting you!

All of this is beyond stupid.

You’ve been successful because you’ve helped people when you’ve intervened and interacted with them. You simply have to convert that evidence to your marketing discussions and sales meetings.

Don’t sell yourself short by denying all that “evidence to the contrary.” You can’t help people who don’t know you can help until you present them with that evidence.


NEW: Autumn in New York: Join me for 2.5 days of a great growth experience. I’ll be presenting new IP on the nature of the No Normal® workplace and how we can best attract and help clients. We’ll talk about new approaches to strategy for all types of organizations. Every participant (who so desires) will get “air time” to discuss a particular challenge, question, or strategy. I’ll take you to dinner at two of my favorite restaurants, we’ll see a Broadway play with great seats, and there will be a tour with a unique New York touch. We’ll start with an opening evening reception. Limited to 14 people. October 10, 11, 12. $12,000 fee (until Aug. 31, after that $15,000) includes meals and lodging. Join me for a great business and social experience.

NEW: Business As A Second Language: This 90-minute Zoom workshop will deal with reframing, social proof, instant examples, influence techniques, turning objections into selling points, and a great deal more. It will be interactive and recorded for ongoing use. Preparing for meetings is important (until, as the saying goes, you get punched in the jaw). I’ll help you stay in the moment and outduel anyone. Are you tired of worrying about “what you should have said”? Now you’ll be able to say it at just the right time. All this for $350, and you can drink while attending. September 14, 10:30 US eastern time. Recorded for all registrants. (After Aug. 15, $500.) Sign up here:

© Alan Weiss 2023