PawnMaster Blog

Sales Spotlight: Confident or Arrogant?

Posted on 31 Aug 2016


At Data Age, we always talk about being confident, learning, growing and mastering our trade. Confidence and expertise should allow a sales executive to gain customers' trust a lot faster. When you earn the right to have a customer accept you as a trusted advisor, they will consult with you as they navigate through the buying cycle. Even though  there is a mountain of information out there, the level of trust a client has in a sales executive can make all the difference in the final direction they decide to go. Some will say there is a fine line between confidence and arrogance. If used the correct way (for the betterment of the customer’s needs) confidence is very powerful for all involved. Confidence is misguided if you have not put the work into yourself, your product knowledge, your industry and most importantly listening and respecting your client’s needs. When a sales reps take shorts cuts his/her "confidence" can be viewed as arrogance. 


Are You Rubbing People the Wrong Way?

Len Summa

Written by Len Summa

Len Summa joined Data Age Business Systems, Inc. in 2012 and currently serves as Chief Executive Officer (CEO). Before becoming Data Age Business Systems’ CEO, Mr. Summa was Chief Operations Officer (COO) for four years. He has 26 years of experience in executive software solution sales and operational management for both early stage and well-established firms. Prior to his Data Age service, Mr. Summa was the General Manager of global sales and operations at Persystent Software, an industry-leading enterprise recovery software. Mr. Summa has also served as the Director of North American SMB sales and operations at, the preeminent software firm in the learning management space. Mr. Summa has a vast business and entrepreneurial background and was the co-founder of Lou Ferrigno/Fitness Showrooms, a highly successful retail and wholesale chain located throughout the Northeastern United States.

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