How to Sell with Swagger

What is swagger exactly? It’s confidence, courage, suavity, attitude and impenetrable cool all rolled into one. You know it when you see it, and you definitely know when someone doesn’t have it. Some of the best sales reps out there have some serious swagger – they know they’re the best, and they sell like it.

If you want to be a better sales rep, you should start demonstrating a bit of your own swagger on your calls. Be confident, but not obnoxious; be proud, but don’t brag. Try to channel your favorite celebrity with that powerful, innate confidence – someone like Muhammad Ali, Mick Jagger or Kanye West. With the right focus and knowledge of your company’s more impressive capabilities, you too can start selling with swagger.

Be Confident in Your Product

[image source_type=”attachment_id” source_value=”39943″ align=”right” width=”350″ height=”238″ quality=”100″] You should never call a new prospect and say, “I’m from company X, have you heard of us?” That is NOT swagger; that’s timidity. Someone from Google or Facebook would never say that, so why should you? You should assume that the prospect has heard of your business through your marketing efforts and brand buzz, even if they haven’t. If they don’t know who you are, act surprised and explain all of the great things that your company has been working on lately. Even if you’re not as big or successful as Google, that doesn’t mean you’re unimpressive. If you want someone to buy from you, you have to be comfortable talking up your product and your company.

Don’t Cross the Line into Arrogance

[image source_type=”attachment_id” source_value=”39955″ align=”left” width=”350″ height=”238″ quality=”100″] One man’s swagger is another’s arrogance and obnoxiousness. There is a very fine line between the two, and you should be confident without making the person you’re talking to hate you. Try to find a balance that works for you and intrigues prospects, without making them hang up the phone. Remember, this isn’t really about you – it’s about your product and helping the prospect’s business. While confidence should get your foot in the door, don’t chase prospects away by lying to them, or trashing the competition, or any other behaviors that will only hurt you in the end. Just remember, you don’t have to try too hard to be confident. If you’re trying really hard, it’s probably over the top and insincere.

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Don’t Take Losses Personally

[image source_type=”attachment_id” source_value=”39960″ align=”right” width=”350″ height=”238″ quality=”100″] The biggest threat to every sales rep’s confidence is losing a big deal, especially to a major competitor. If a prospect decides not to buy from you, that doesn’t mean it’s the end of the world. You can’t allow a few losses – even tough ones – to affect your opinion of yourself, your product or your business. You have to be able to get on the next call and boast about your product’s amazing capabilities, even after your worst professional defeat. Your swagger should be indestructible – you should realize that you didn’t lose the deal, the prospect just chose to go with another product that maybe fit their business better. Learn from the experience, and then just move on to the next great prospect instead.

Even if you’re naturally modest, humble, or even reticent, you can begin to cultivate your own selling swagger. Sales is a world where confidence always wins out against timidity, and you can’t afford to sit back and wait for prospects to come to you. Get out there and start selling with swagger today.

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