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Are You Confident Or Cocky?

Written by: Will Turner

Article Overview: Salespeople need confidence. They don't need cockiness. Test to see whether you're confident or cocky.

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Are You Confident Or Cocky?

Confident salespeople sell more; they actually attract business. Cocky salespeople sell less; they repel business. So where do you draw the line between confidence and cockiness? And how do you know what you are? Here are some ways to figure it out.

• Confidence is being honest and upfront regardless of the consequences. Cockiness is only disclosing the good stuff (and hiding the bad).
• Confidence is focused outward. Cockiness is focused inward.
• Confidence is knowing when to walk away from a deal. Cockiness is trying to get the business for the thrill of it, even when it’s not in the client’s best interests.
• Confidence is being yourself. Cockiness is being what you want others to see.
• Confidence is giving a new contact your attention at a networking event. Cockiness is constantly scanning the room for better prey.
• Confidence is asking the right questions. Cockiness is making big statements.
• Confidence is laughing at your own mistakes. Cockiness is laughing at your own jokes.
• Confidence is being prepared. Cockiness is faking it.
• Confidence is knowing you’re a great salesperson. Cockiness is making sure everyone else thinks you are within the first five minutes of meeting them.

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About the Author: Will Turner
RSS for Will's articles - Visit Will's website

As President of Dancing Elephants Achievement Group, Will feels he has the best job in the galaxy. He loves working with salespeople and entrepreneurs to "unblock" themselves and "unlock" their potential. Will is the first to admit that he was a reluctant salesperson for many years. He thought most salespeople had to be pushy, and he just wasn't comfortable in that role. He later discovered that you don't have to act like a typical salesperson to be a great salesperson so he created a company to teach others what he had learned. Will transitioned a twenty year career in sales and sales management into his current position as President of Dancing Elephants. In addition to facilitating and presenting, Will is the author of Impact!, the company's monthly e-newsletter on sales performance. He is also the co-creator of the Sales Magnetism program and the co-author of Six Secrets of Sales Magnets.

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