Sales Arrogance

Disclaimer: Don’t read this article if you’re a Wimp, it will offend you. 

Now that’s a rather harsh way to start this column isn’t it?  Actually I’m really a nice guy on the inside.  I can be warm and fuzzy when it is appropriate, but sometimes I just need to get your attention.  Selling is a serious activity for people that are serious about their business.  Your customers and prospects can tell very quickly if you are a serious sales person - or not.  Serious sales people have confidence in the product/service, company and themselves.  Would you want to buy something from a sales person who is not serious about their career or product/service?  Of course you wouldn’t. 

Confidence in Your Competence

Let me explain the title of this article.  Some of you may actually be offended by it.  When I was struggling in my new sales venture, my coach said that I did not have the “arrogance” necessary to move up to the next level of success.  “Mom” was sitting on my shoulder (figuratively speaking of course), reinforcing my “head trash”.  I told him that being an arrogant jerk was not the style of selling that I would be comfortable with.  His reply was simple.  “Leave off the jerk part.”  You must have a level of conviction and confidence that shows in your words and actions.

Recently I was having this discussion with the CEO of one of the corporate clients I have a “partnering” arrangement with, and he offered this definition of Sales Arrogance:  “Confidence in your competence.”  Don, thank you for that succinct explanation. 

This confidence exudes through your body language, tonality of your voice and the words you use.  You must believe that your product/service, company and self are the best that can be offered to your prospects and customers. 

Behavior

Here are some do’s and don’ts for the properly arrogant sales person.

• Don’t beg prospects for an appointment.  They will not respect you for that.  Listen to yourself the next time you’re on a prospecting call.  Are you being invited into an  appointment, or are you begging for one?
• Do take respectful control of the sales process.  The prospects natural posture is defensive.  (They have been taught to be that way by stereotypical sales people.)  If they are in control, they will use their defense system on you.  This means they will hold back information, milk you for free consulting and deliver their standard list of stalls and objections.  You will not be able to provide them with the solutions to their real needs.
• Don’t talk more than you listen.  We’ve been given two ears and one mouth, use them proportionately.  Actually an excellent sales person listens 70% of the time and talks 30% of the time.
• Do ask a lot of questions.  Act like a psychiatrist.  Find the real problems.  Don’t respond by offering solutions to the symptoms.
• Don’t look like, act like, smell like or talk like the stereotypical sales person or the prospects defense system will take over.

Have confidence in your competence and you will have a more successful sales career.