Confidence Beats Competence

What are the ideal characteristics for a person in a sales position? Great people skills? Strong product knowledge? Add confidence to the list. Continuing a discussion started in Convince With Confidence, there’s more evidence that the average person finds a confident demeanor persuasive, even when the confidence may mask a lower level of competence.

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Whose Voice Do You Hear? Gender Issues and Success

Growing up, I loved to debate. With anyone. My debating tone used to drive my mother batty because she thought I was yelling at her. Exasperated, I would often bark back that I was simply debating. Over the years, I realized that my debating tone is one of such confidence that people believe me to be stating facts, not opinions. My mother interpreted it as yelling; my classmates interpreted it as arrogance. I also began to realize that it was the same tone as that of my male peers. I never apologized for my opinions, never deflated them with "I may be wrong but I think..." I asserted. Confidently. And loudly.

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Sit Straight, Build Confidence

We know that making ourselves smile or frown can actually influence our mood, and now it seems that the posture we assume can affect our confidence in our own thoughts. A study by Richard Petty, who apparently is not the NASCAR driver but rather a professor at Ohio State University, demostrated the effects of sitting up straight:

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Convince with Confidence

by: Roger Dooley

Is it better to know your stuff, or act like you do? If you are in the business of convincing other people, whether as a consultant, salesperson, team member, or almost any other position that requires others to believe you, it pays to be confident. Don Moore from Carnegie Mellon’s Center for Behavioral Decision Research has published new research showing that confidence even trumps past accuracy in earning the trust of others.

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