Selling is all about pursuing interactions with high-potential buyers and exchanging important and relevant information to collaboratively decide on level-of-fit between the need (job opportunity) and solution (your capabilities and desires). The key to successful selling is in asking the right questions at the right time, and then providing the right information in the right way. Done well, this leads to optimal go / no-go decisions.

There is tremendous literature about the fundamental sales process, and an important part of the process is to be at ease and to put the potential buyer at ease. When the buyer and seller are focused and at ease, it is an enjoyable interaction and leads towards the best outcome.

All these selling principles apply to selling yourself. Doing research on the people with whom you plan to meet (interviewer, network contact, event attendees, etc.) will help you profile, and then mirror and match. In other words, “when in Rome” is an idea that puts people at ease. Familiarity breeds comfort, so it is important to mirror in presentation, image, and communication style. If you are selling fertilizer to farmers, then it is best to wear boots. But if you are selling complex financial instruments on Wall Street then leave the boots at home. Details matter immensely in presentation and image. Much of human communication is happening in the subconscious, and we are typically completely unaware. However, researchers suggest that it is NOT fact and logic, but the subconscious and emotional parts of the brain (Limbic) driving decision and behavior. Intentionally work with and not against Neuroscience and Psychology, and you will dramatically increase the potential of a positive mutual decision based on fact, logic, and natural fit.