Sell Like a Shark: Using Alter Egos to Crush Sales Calls and Pitches
In the cutthroat world of sales, few are as legendary as Jordan Belfort—the real-life Wolf of Wall Street. While Belfort’s ethics were questionable, his mindset was pure predator. He trained his sales teams to step into a persona on every call—assertive, hungry, unstoppable. They weren’t entering conversations as insecure brokers—they were transforming into relentless closers.
Entrepreneurs face the same challenge every time they pitch their product, service, or startup. Fear. Doubt. Rejection. Many founders underperform because they step into sales situations as themselves—raw, emotional, and vulnerable. But what if you had a switch? A persona built for the kill? That’s the power of an alter ego.
Sales isn’t about being fake—it’s about showing up with the identity that dominates the room. For entrepreneurs, an alter ego can transform your sales approach from hesitant to magnetic.
Sales Success Starts in the Mirror
If you see yourself as “bad at sales,” your body language, tone, and energy will betray you. Your alter ego bypasses this self-image by stepping into a version of you who thrives in persuasion and influence. It changes how you walk, talk, and close.
Activate Your Alter Ego Before Every Call or Pitch
Use an anchor before sales situations—a watch, a specific playlist, a visualization ritual. This cues your sales alter ego to the forefront. You’re no longer yourself—you’re The Closer. The room doesn’t need your fears. It needs your best.
Use the Alter Ego to Handle Rejection
Rejection isn’t personal—it’s part of the game. But it feels personal if you show up as your unprotected self. Your alter ego creates a shield. Criticism bounces off. Failure doesn’t shake your foundation. You stay poised and lethal.
Build Repetition into Your Sales Persona
Don’t reserve your alter ego for the big pitch. Use it in daily sales calls, networking events, and even team huddles. The more reps you get, the more natural the persona becomes.
Parting Advice
Your customers don’t want your insecurities. They want your certainty. Build the sales alter ego that leads every call with authority and closes every deal with conviction.
Next Steps
For more identity tools to sharpen your sales game, listen to Built by Discipline—the podcast for entrepreneurs who refuse to play small.
