Saturday Morning Sales

Kevin Latchford


Egotistical, Arrogant or Confident - June 7, 2014

I’ve always been fond of business leaders that exude confidence. There are many in the spotlight like Ralph Lauren, Steve Jobs, Warren Buffet and others. There are also many I’ve had the pleasure to know personally with a little less limelight. But no matter what, the common thread between those I admire is their confidence.

I’ve also had the displeasure of dealing with others who’ve become successful but with terrible attitudes. Their egos are huge. They are arrogant and look down their noses at others around them. They are quick to judge and believe they are better than most. They are the center of their own universe.


All too often in business the lines between the confident and the egotistical get blurry. So, how do you spot the confident which is the person you want to do business with? A few tips I’ve learned over the years:

·         Don’t always listen to the tone of a person’s voice but read their body language too. Confident leaders may have a strong tone but open body language saying to others that they welcome them into the conversation.

·         Confident leaders rarely look at their watch, the clock on the wall or look past the person they are talking to. They make eye contact in a genuine manner.

·         Confident leaders do not rush to a point but also do not take long to make their point known. They choose their words carefully, cut to the chase, but are careful to make sure others around them can digest their message.

·         Individuals known more for their ego or are defined as arrogant rush to the point in a business conversation, do not allow others to participate, and expect their “audience” to follow along and immediately be in agreement.

·         Those carrying themselves with the arrogant slant tend to always want to be somewhere else. They are less engaged in dialogue and seem more interested in being somewhere else. They believe you should feel grateful for simply having their presence in the room. And they do not listen to you.


Success does not mean that you get a free pass to treat others with disrespect. As a sales professional be careful who You choose to do business with. The confident leaders that become clients will cause you to earn their respect, but once you do, they will become long-term clients. The opposite is true for those leaders in the market with egos the size of a tanker truck…they will push you aside quickly if you cannot give them what they want when they want it. Remember, it’s about them, not the business relationship. Confident leaders may be hard to read at times, but fairness is an attribute for which they live their lives.

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