Selling Who You Are — Not What You Do — Is The Fastest Route To Career Success

View: 10412
By Admin Posted: 10 years ago

 

Your job title provides a handy frame of reference for explaining what you do.

"Hi, I'm Jim. I'm in sales."

That's a mistake. If you want to increase perceived value for you and your work, you need to focus on who you are, rather than what you do. 

Otherwise, you can be seen as a commodity, which will make it very difficult to reach your top earning potential. This becomes increasingly important over the course of your career, so you don't get stuck in a dead-end role. 

No matter what your profession, you need a specialty of some kind — a signature way of adding value. Your personality advantages are the easiest and fastest way to create a specialty. 

In her book "Lean In," Sheryl Sandberg describes her intense hiring negotiation process with Facebook founder Mark Zuckerberg. She turned down his first offer to become the company's chief operating officer — a move that was both surprising and strategic.

She told Zuckerberg, "Of course, you realize that you're hiring me to run your deal teams, so you want me to be a good negotiator. This is the only time you and I will be on opposite sides of the table."

Sandberg reinforced not only what she does, but also who she is. She didn't just show how she would do her job; she also reiterated who she would be in her job. 

When someone negotiates brilliantly in her own hiring process, she will likely negotiate just as brilliantly on behalf of her company. 

The lesson: When you hire an employee, you are hiring an outcome — and while we usually think of that outcome as being linked to tangible attributes such as skills and knowledge and experience, it is also directly linked to personality advantages. Sandberg did an expert job of communicating who she is in the hiring process, highlighting her differences and how they could benefit Facebook. 

Recently my company conducted a training program with Unilever, the global consumer goods company behind brands such as Dove, Q-tips, Lipton, Ben & Jerry's, and many others. We asked Unilever employees to describe how they introduce themselves in a professional context.

We found, almost without exception, that people introduce themselves according to what they do. This is normal. Employees almost always define themselves by what they do. 

Over the course of a few hours, we helped them understand their own personality archetype — the combination of their top advantages, which in essence is what makes them fascinating. Based on their fascination advantage report, each employee wrote a quick summary of how they're most likely to contribute to their team. Then we compared their levels of confidence before the exercise. 

Confidence levels increased by 34% when employees communicated who they are rather than what they do. They now know how they are most likely to engage others, and how they can compete effectively for attention, so that their emails are opened and their messages are acted upon.

When you clearly understand your differences, you can escape the gloomy, gray world of the lowest common denominator and start to shine. And outshine the competition. 

This piece has been excerpted from "How The World Sees You: Discover Your Highest Value Through The Science of Fascination." Copyright © 2014 by Sally Hogshead. Published by Harper Business.


Article Source: http://www.businessinsider.com/sell-who-you-are-to-find-career-success-2014-8#ixzz3AIAmnRHB

 

Comments(0)

Leave a comment

ÀâÄÚ¸®¾ÆUSA, ¿Ã »ó¹Ý±â ÇÑÀεé Ãë¾÷ ÇöȲ »ìÆì º¸´Ï¡¦ÀÏ¹Ý »ç¹«Á÷ °¡Àå ¸¹°í¡¦¿¬ºÀÀº 3¸¸~4¸¸ ´Þ·¯
 /  0 comments

ÇÑÀεéÀº °¡Àå ¸¹ÀÌ Ã£´Â Á÷Á¾Àº 'ÀÏ¹Ý »ç¹«Á÷'À¸·Î ³ªÅ¸³µ´Ù. ¶Ç Ãë¾÷À» Èñ¸ÁÇÏ´Â ÇÑÀεéÀº ÃʺÀÀ¸·Î ¿¬ºÀ 3¸¸~4¸¸ ´Þ·¯¸¦ °¡Àå ¸¹ÀÌ Èñ¸ÁÇÏ°í ÀÖ´Â °ÍÀ¸·Î Á¶»çµÆ´Ù. ÀÌ´Â ÀâÄÚ¸®¾ÆUSA(´ëÇ¥ ºê·£µç ÀÌ)°¡ 13ÀÏ ¹ßÇ¥ÇÑ '2015³â »ó¹Ý±â ±â¾÷ Áö¿ø ÇöȲ'À» ºÐ¼®ÇÑ °á°ú´Ù.

Los Angeles Lifts Its Minimum Wage to $15 Per Hour
 /  0 comments

LOS ANGELES — The nation¡¯s second-largest city voted Tuesday to increase its minimum wage from $9 an hour to $15 an hour by 2020, in what is perhaps the most significant victory so far for labor groups and their allies who are engaged in a national push to raise the minimum wage.

ÀâÄÚ¸®¾Æ USA, Áß±¹ Ä¿¹Â´ÏƼ ÁøÃâ
 /  0 comments

ÀâÄÚ¸®¾Æ USA°¡ 1ÀÏ ÀâÂ÷À̳ª USA¸¦ °ø½Ä ·±ÄªÇØ ¾ÕÀ¸·Î ¹ÌÁÖ Áß±¹ÀÎ Ãë¾÷½ÃÀåÀ» ÁÖµµÇÏ°í ¹ÌÁÖ ÇÑÀÎ ±â¾÷¿¡ Áß±¹ÀÎ Á÷¿øÀ» °ø±ÞÇÏ´Â µî °¡±³¿ªÇÒÀ» ¼öÇàÇÒ °èȹÀÌ´Ù. ÀâÄÚ¸®¾Æ USA(´ëÇ¥ ºê·£µç ÀÌ)´Â ¿À´Â 1ÀÏ ÀâÂ÷À̳ª USA(www.jobchinausa.com)¸¦ ·±ÄªÇØ ¹ÌÁÖ Áß±¹ÀΠä¿ë½ÃÀå¿¡ °ø½Ä ÁøÃâÇÑ´Ù°í ¹àÇû´Ù.

Thousands flock to 4th annual Hiring Fair in LA
 /  0 comments

By Brian Han The 4th annual Hiring Fair brought together thousands of job seekers and close to a hundred employers at the L.A. Convention Center on Friday. The event was co-hosted by the Korean American Economic Development Center, Korean Trade Center (KOTRA) and Job Korea USA and featured notable state politicians including California State Assemblywoman Young Kim. ¡°In 2014 we had just over 5,000 participants in the hiring fair and this year we expect to see about 7,000,¡± said Justin Park, one of the main organizers and an investment consultant at KOTRA.

6 Tips For Setting Financial Goals That Stick
 /  0 comments

For many, the new year signifies a fresh start, a time to think about personal and financial goals and the ¡°new¡± commitments you plan to make. Yet, for all the initial enthusiasm, keeping yourself motivated, committed and moving toward the accomplishment of those goals is often tough.

ÀâÄÚ¸®¾Æ USA¸ð¹ÙÀÏ ¹öÀü ¼±ºÄ
 /  0 comments

¹ÌÁÖ ÇÑÀεéÀÇ À§ÇÑ ±¸ÀΡ¤±¸Á÷ Àü¹® »çÀÌÆ® ¡®ÀâÄÚ¸®¾Æ USA¡¯(jobkoreausa.com)°¡ ¼¿ÆùÀ» ÅëÇØ ±¸Á÷°ü·Ã Á¤º¸¸¦ °£ÆíÇÏ°Ô °Ë»öÇÒ ¼ö ÀÖ´Â ¸ð¹ÙÀÏ ¹öÀü(jobkoreausa.com/m)À» Ãâ½ÃÇß´Ù. À̹ø¿¡ Ãâ½ÃµÈ ¸ð¹ÙÀÏ ¹öÀüÀº ¾ÆÀÌÆù, ¾Èµå·ÎÀ̵åÆù µî °¢Á¾ ¸ð¹ÙÀÏ ±â±â¿¡ ÃÖÀûÈ­µÈ ¼­ºñ½º¸¦ Á¦°øÇÏ´Â °ÍÀÌ ¸ñÀûÀ̶ó°í ÀâÄÚ¸®¾Æ USA´Â ¹àÇû´Ù.

20 People Who Became Highly Successful After Age 40
 /  0 comments

Twenty-somethings have a tendency to think that they need their lives figured out by 30, which can cause panic if their 30th birthday rolls around and their greatest aspirations seem far out of reach. But there are plenty of success stories that prove otherwise — from celebrity chef Julia Child, who wrote her first cookbook at 50, to writer Harry Bernstein, who authored countless rejected books before getting his first hit at 96.

10´ëÀç¹ú åüÁ÷¿ø °è¾àÁ÷ ºñÀ² ÑûÁ÷¿ø 3¹è ¼öÁØ
 /  0 comments

±¹³» 10´ë Àç¹ú±×·ìÀÇ ¿©Á÷¿ø °è¾àÁ÷ ºñÀ²ÀÌ ³²ÀÚ Á÷¿øÀÇ 3¹è¿¡ ´ÞÇÏ´Â °ÍÀ¸·Î ³ªÅ¸³µ´Ù. 11ÀÏ ±ÝÀ¶°¨µ¶¿ø ÀüÀÚ°ø½Ã½Ã½ºÅÛ¿¡ µû¸£¸é 10´ë Àç¹ú±×·ì ¼Ò¼Ó »óÀå»ç 92°÷ÀÇ ¹Ý±âº¸°í¼­(6¿ù 30ÀÏ ±âÁØ)¸¦ ºÐ¼®ÇÑ °á°ú, Àüü Á÷¿ø 62¸¸4õ694¸í Áß ¿©Á÷¿øÀÌ 12¸¸8õ545¸íÀ¸·Î 21%¸¦ Â÷ÁöÇß´Ù.