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2003年，喜劇演員大衛(wèi)·查普爾邀請了當(dāng)時還籍籍無名的音樂人維斯特參加了他的喜劇小品類電視節(jié)目?！爱?dāng)時感覺就像拳王阿里來到了奧運村，”查普爾在2014年回憶道，“他就是知道自己會拿金牌?！本S斯特驕傲得超乎尋常——當(dāng)天演出結(jié)束后，他和幾位著名的饒舌歌手一起聽Jay-Z的新專輯，他甚至跳起來要求重播某首歌，這樣每個人都能聽到Jay-Z在歌里點了他的名字。

我們都知道“那個家伙”——那個信心似乎過度膨脹的人。但奇怪的是，有時盡管出乎所有人的意料，那個家伙卻是對的。

這是有原因的。盡管有大量研究表明，過度自信會干擾人們決策，但也有證據(jù)表明，它有助于實現(xiàn)成功。伯克利哈斯商學(xué)院的教授卡梅倫·安德森表示：“過度自信的人會被其他人認為更有能力，他們會獲得更高的地位?！睋Q句話說，過高評估自己的能力和最終的成功之間存在直接聯(lián)系。

如果你是一名創(chuàng)業(yè)家，應(yīng)該不會覺得這個說法陌生。哪怕一開始你的腦海里只有一個想法，其他什么都沒有，你也得說服別人成為你的客戶、員工、合作伙伴和投資者。你需要表現(xiàn)出十分有信心，似乎你腦海里的未來一定會實現(xiàn)。其他人需要知道，你會做你說你會做的事情。

這是我的經(jīng)驗之談。沒有十足的信心，我可能就永遠無法做出那些讓我取得商業(yè)成功的決定。這些決定包括：

· 在安全保障很少的情況下辭職

· 設(shè)定不切實際但最終實現(xiàn)了的目標(biāo)

· 在老顧客說價格太高時仍然提價

· 不死纏爛打，只用一個電話就把我們公司的教練計劃賣出了數(shù)百萬美元

· 遇到重大挫折時仍繼續(xù)前進

在教導(dǎo)其他創(chuàng)業(yè)家如何做好銷售時，我注意到，如果有人有不安全感，會導(dǎo)致兩種現(xiàn)象。首先，他們不采取行動，因為他們害怕失敗。其次，哪怕他們采取了行動，他們也會賣不出去。當(dāng)你沒有安全感時，你的潛在客戶會和你有一樣的擔(dān)心。如果你自己都不相信自己的產(chǎn)品，他們也不會相信。如果你認為產(chǎn)品價格太高，他們也會認為價格太高。

哪怕你說的都是對的，你在說話時也會不斷地釋放出潛意識里的微小信號。他們會出現(xiàn)在你的音調(diào)以及你的面部表情中。人們會注意到這些信號，并立刻做出反饋。例如，如果你是那種做決定很慢的人，你就會吸引這種人。

不過，問題不僅僅是看起來或聽起來很自信。安德森在他的研究中，另外一個重要發(fā)現(xiàn)是區(qū)分了過度自信和印象管理。印象管理是刻意嘗試以更積極的態(tài)度呈現(xiàn)自己。過度自信是“對自身能力的看法的確存在問題”。他的研究表明，成功和過度自信之間有關(guān)系，但和印象管理無關(guān)。

所以真正的問題不是“我如何顯得自信”，而是“我如何變得自信”。

我們中有太多人在等著別人告訴我們，我們已經(jīng)足夠優(yōu)秀了。等著別人給我們證明。給我們蓋章認證。但唯一可以給你蓋章認證的人是你自己。你必須先看到自己的才能，這個世界才會看到。研究表明，如果你相信自己的才能，其他人都會被吸引。（財富中文網(wǎng)）

拉斯·魯芬諾是Clients On Demand公司的創(chuàng)始人，該公司主要幫助小企業(yè)主開發(fā)銷售漏斗模型，吸引轉(zhuǎn)換高收入客戶。

譯者：Agatha

Back in 2003, comedian Dave Chappelle invited the then unknown musician to perform on his sketch comedy TV show. “It was like Muhammad Ali in Olympic Village,” Chappelle recalled in 2014. “He just knew that he was gonna get the gold.” West was ridiculously proud — so proud, in fact, that after the show, when he and several famous rappers were listening to a newly released Jay-Z album, West jumped up and demanded a certain song be replayed so everyone hear Jay-Z’s shoutout to him.

We all know “that guy” — the person whose confidence seems overinflated. But here’s the weird thing — sometimes, against all odds, that guy is right.

There’s a reason for this. Though there’s plenty of research on how overconfidence muddles our decision-making, there’s also evidence that it contributes to our success. According to Cameron Anderson, a professor at the Haas School of Business at Berkeley, “overconfident individuals are perceived as more competent by others and they attain higher status.” In other words, there’s a direct connection between over-appraising our own ability and our ultimate success.

If you’re an entrepreneur, this shouldn’t come as a complete surprise. With just an idea in your head and nothing else at first, you must convince others to become your customers, employees, partners, and investors. You need to project so much confidence that the future in your head seems inevitable. Others need to know that you’ll do what you say you’ll do.

I know this from experience. Without serious confidence, I would have never made the decisions that led me to be successful in business. Decisions such as:

· Quitting my job with little safety net

· Setting unrealistic goals that I ultimately achieved

· Raising prices when my old customers said they were too high

· Selling millions of dollars in my company’s coaching programs with just one phone call without being pushy

· Keeping going when I had major setbacks

In teaching other entrepreneurs how to sell, I’ve noticed two things happen when someone is insecure. First, they don’t take action, because they’re afraid of failure. Second, when they do take action, they don’t get sales. When you’re insecure, the potential client is going to be worried about the same thing as you. If you don’t believe in the product, they’re not going to believe in it. If you think the product is expensive, they’re going to think it’s expensive, too.

Even if you are saying all the right things, you are constantly giving tiny subconscious cues when you’re speaking. It comes across in your tonality and your facial expression. People pick up on all these cues and they reflect them right back to you. For example, if you’re the kind of person who makes decisions slowly, that’s exactly who you are going to attract.

Still, it’s not just about looking or sounding confident. In his research, Anderson makes another important distinction between overconfidence and impression management. Impression management is a deliberate attempt to present oneself in a more positive light. Overconfidence is a “genuinely flawed perception about one’s abilities.” His research shows a link between success and overconfidence, but not between success and impression management.

The real question is not, “How do I appear confident?” It’s, “How do I become confident?”

Too many of us are waiting for someone else to tell us that we’re good enough. To certify us. To give us a stamp of approval. But the only person who can give you a stamp of approval is you. Before the world sees your talent, you have to see it. And according to the research, if you believe it, everyone else will get sucked right in.

Russ Ruffino is the founder of Clients On Demand, which helps small-business owners develop sales funnels that attract and convert high-paying customers.