Selling Yourself If you want to make the sale, don't just focus on your product or service--chances are, your customers are more interested in you.

When customers buy from you, what are they really buying? Hint: It's not just your product or service. In essence, what they're actually buying is you--and if they don't like you, they won't feel compelled to buy from you.

These three valuable points will help you sell the power of you:

1. Be yourself. In other words, be true to who you are. The following anecdote might raise some eyebrows, but it makes my point: During a steak dinner with one of my longtime customers, I noticed that he had stopped eating--but there was still a lot of meat left on his steak bone. I asked him if he was finished and, if so, if he'd mind if I ate what was left. He smiled and said, "Not at all." I think he actually got a kick out of it.