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.