Heart of the Underdog

Heart of the Underdog!

While many salespeople – myself included – splash out on shiny status symbols to celebrate their success, one of the most successful salesmen I know almost never buys fancy watches, fast cars or anything bling.

Every day, he puts on the same drab, slightly crumpled and not particularly well-fitting work clothes.

He tones down his enthusiasm to fractionally above indifferent.

And leaves anything that would make him seem like a successful salesperson at home.

“I dress and act like this on purpose,” he told me . . .

. . . before explaining with a Machiavellian grin, “it means people always underestimate me.”

Talking of underdogs, did you realise UnderArmour is now the USA’s second most-popular sports apparel brand?

The company quietly overtook almost everyone while Adidas, Reebok and Puma were sleeping.

Next time you want to gain the upper-hand in a negotiation, meeting or any situation where influence and persuasion are important, make sure the person you’re dealing with has no idea how switched on, attentive to detail and focussed you really are.

To anyone who feels like an underdog out there, never forget, being underestimated can be your biggest advantage.

Now go find your Goliath!