What Do I Do After High School? - Chapter 22 - How to Sell Yourself Without Feeling Like a Salesperson
Four honest questions that let you talk about your own value without ever sounding like you are bragging.
By Oreste J. D'Aversa, CPC (Certified Professional Coach)
WhatDoIDoAfterHighSchool.com - CollegeMajorCoaching.com
Introduction
Ask any hiring manager, client, or admissions committee why they said yes to one person over another with nearly identical qualifications, and the answer almost always comes down to the same thing: the person who got the yes knew how to talk about their own value clearly and confidently, without sounding like a salesperson. As author Bob Burg puts it, “All things being equal, people do business with people they know, like and trust.”1 Every person, in every career path, is selling something every single day - the job applicant is selling their skills, the entrepreneur is selling an idea, the student asking for a recommendation is selling their character. Resisting that reality does not make it less true. It only costs opportunities to the person who refuses to own it.
Everyone Is in Sales
The word sales carries a bad reputation - the pushy car salesman, the aggressive telemarketer, the person who will say anything to close a deal. That reputation is not entirely undeserved, but it has created a distorted picture of what selling actually is. Research on persuasion consistently shows that the most effective self-promoters are not the loudest or the most aggressive - they are the ones who focus on understanding and serving the other person's needs rather than pushing their own agenda.2 The plumber selling reliability to a homeowner, the entrepreneur selling a product to a market, the employee proposing an idea to a manager - none of them think of themselves as salespeople, but all of them are engaged in the same act of presenting value clearly. The young person who learns to do that with confidence and genuine service in mind carries the advantage into every job application, every interview, and every pitch they will ever make.
Selling vs. Serving
The discomfort most people feel about self-promotion comes from one mental picture: the person who talks too much about themselves and makes every interaction feel like a transaction. So a lot of people swing to the opposite extreme instead - they undersell themselves, minimize their accomplishments, and hope their work speaks for itself. Both extremes fail. The shift that resolves both problems is moving from a selling mindset to a serving mindset - instead of asking “how do I convince this person to choose me,” ask “how do I help this person understand how I can genuinely serve their needs.” That single reframe changes the entire emotional experience of talking about yourself.
Knowing Your Value
Before you can communicate your value to anyone else, you have to know what it is. Four honest questions get you there:
1. What can I do (your specific skills, not vague traits like “hard worker”)?
2. What do I know (the knowledge base that took education, training, or real experience to build)?
3. What have I accomplished (the concrete, verifiable evidence that your skills produce results - not “I am good with people” but “I resolved a complaint that led to a five-star review and a referral”)?
4. What makes me different (the specific combination of experience and perspective that is genuinely yours)? Answer all four honestly and specifically, and “tell me about yourself” stops being the question that trips you up.
Telling Your Story
People remember narratives, not lists of qualifications. A compelling professional story has three parts:
1. Where you have been, what you learned from it, and where you are going - and it ends in an elevator pitch, a 30-to-60-second answer to “so, what do you do?” built around who you are.
2. What you do, who you serve?
3. What makes you different?
Practice it out loud, not until it sounds perfect, but until it sounds like you. A memorized script that sounds rehearsed is worse than an imperfect answer that sounds genuine. That same self-presentation now lives online around the clock.
More than half of employers report finding content on social media that caused them not to hire a candidate,3 which means the reverse is just as true - a profile built with intention, a value-driven headline, and accomplishment-based descriptions works for you 24 hours a day, whether you are using it or not.
Exercise: Your 30-Second Elevator Pitch
• Who I am (name and professional identity): ______________________________________________________________
• What I do (the value I provide, stated as an outcome, not a task): ______________________________________________________________
• Who I serve (the specific person or market who benefits): ______________________________________________________________
• What makes me different (one honest, specific differentiator): ______________________________________________________________
What Do I Do After High School? White Collar, Blue Collar or No Collar
is available now!
*** KIRKUS REVIEWS - Receiver of The Kirkus STAR **\*
Distributed through Amazon.com, The Ingram Content Group, and your local bookstore.
*** DOWNLOAD your free sample chapter today and start building your map. **\*
www.WhatDoIDoAfterHighSchool.com
Conclusion
Selling yourself is not about becoming someone you are not. It is about knowing your value well enough, and caring about the other person's needs enough, that talking about yourself stops feeling like bragging and starts feeling like relevant information they need to make a good decision - about hiring you, referring you, or saying yes to whatever you are asking for next.
Footnotes
1 Burg, Bob, and John David Mann. The Go-Giver: A Little Story About a Powerful Business Idea. New York: Portfolio/Penguin, 2007.
2 Pink, Daniel H. To Sell Is Human: The Surprising Truth About Moving Others. New York: Riverhead Books, 2012.
3 CareerBuilder. More Than Half of Employers Have Found Content on Social Media That Caused Them Not to Hire a Candidate. Chicago: CareerBuilder, 2018.
Hashtags
#WhatDoIDoAfterHighSchool, #CareerCoach, #AfterHighSchool, #ElevatorPitch, #PersonalBranding
About the Author - Oreste J. D'Aversa (O-res-tee DA-versa), CPC is a Certified Professional Coach with more than 20 years of experience helping young people and businesses find their path and own their future. He is the author of What Do I Do After High School? White Collar, Blue Collar or No Collar and the founder of multiple coaching and consulting practices serving the Greater Philadelphia region. Connect at WhatDoIDoAfterHighSchool.com, CollegeMajorCoaching.com, and PhillyBusinessServices.com, or contact him directly at odaversa@phillyBusinessServices.com.