Cocky or Confident?

March 3rd, 2010

By Tom Reilly, author of “Crush Price Objections”

Even though it seems that in sales there is a razor’s edge difference between cocky and confident, it is really a chasm that runs deeper than a label. While confidence is essential for success, cockiness portends a different fate. So what is the difference? Cockiness comes from deeply seated insecurity while confidence comes from being comfortable in your own skin.

Cocky salespeople take themselves too seriously while confident salespeople take the work seriously.

Cocky salespeople are prideful of themselves while confident salespeople are proud of their performance.

Cocky salespeople repel others with their arrogance while confident salespeople attract others with their competence.

Cocky salespeople arouse suspicion in other people while confident salespeople relax concerns that others may have.

Cocky salespeople approach success with a sense of entitlement while confident salespeople view success as something you earn.

Cocky salespeople bathe in their own success while confident salespeople share in the glory of helping others succeed.

Cocky salespeople obsess on the importance of their own value. Confident salespeople obsess on the importance of their creating value.

Cocky salespeople want to be something special. Confident salespeople want to do something special.

Cocky salespeople focus on making themselves look good to others. Confident salespeople focus on making others look good to themselves.

Wear your confidence well. Develop it from the inside out. Study. Rehearse. Plan. Prepare. Perform. Feel good about your achievements but balance your pride with enough humility that lets you know that you are not finished getting better.

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