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Passion and Enthusiasm

November 8, 2011

Cover of "The Compassionate Samurai: Bein...

Cover via Amazon

Passion and enthusiasm are the materials that you must possess as a part of your sales foundation. Positive attitude is paramount and does come first, but the next building blocks are passion or enthusiasm or both. You need to possess at least one of the traits. Without one or the other you will end up like poor Pooh living off of the generosity of others (See below for Pooh reference). Bouncing from one assignment to the next. Never realizing your full potential.

If you were to make bread dough, you would have a choice of either white flour or wheat flour. Both of them do that same thing but they each give the bread a distinct flavor. Same principle applies here. You have to decide which one, if not both, you possess and nurture it along so it can mature further. Also, think of the water you add to the mix as your attitude. If you use ice-cold water (bad attitude) the dough will not rise very fast. Its growth, or rise, will retard for some time. It will not rise without the outside influence of warmer temperatures (People). Now if you add hot water the dough will explode with growth. (Please see my article “Sales Foundation” below for information on attitude.)

Many people ask me “Vince what about product knowledge?” I agree product knowledge is important, but that can be taught, and I will cover that at a later time. Passion and enthusiasm, on the other hand, you must already possess. I feel it can not be taught or learned. It must come from within the individual. In the beginning people will forgive you, for a time, if you have limited product knowledge as long as you are enthusiastic or passionate. Remember: Science and data make you think, but your emotions make you act. (I did not think of that. It came from Roger Savvy.)   No passion, no enthusiasm, no action.

Now you need to think and decide right now whether you have passion or enthusiasm for your company, product, industry, or sales. If not, then move on. There are plenty of Professional Sales People who love what they do and are passionate about it. They also practice their craft (A topic for a later discussion). Some of you may think that you do not want to be pushy or to salesy (It’s a word).  You do not have to be. You can do consultative selling. I am just asking you to be enthusiastic about it or have some passion about what you are selling. If you are worried about being to salesy, (Again, it’s a word) then please read “The Compassionate Samurai” by  Brian Klemmer. It will change your life in sales. Remember, that you are giving a product or service that people need, want, or desire.

So decide now if you have passion or enthusiasm. The choice is yours.

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