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Enthusiasm: Is it what fuels you?
By Michael S. Finn, RRP
Many people believe that enthusiasm is the fuel that keeps us going. I try to look
at it as the octane in the fuel. Great enthusiasm equates to rocket fuel. Day-to-day ho-hum enthusiasm may only
be kerosene at best. Which do you run on?
Like fuel, enthusiasm is only as good as it converts. You can have great enthusiasm, but what does
it get you? If you can take that enthusiasm and convert it to more sales or just doing your job better in
general, then you have something. I have worked with many sales executives who love the product, love the clients,
love the team and have great enthusiasm for all of it, but could not close a door with a running start.
It is all about converting it to production.
Before I discuss how to convert enthusiasm to production, lets look at what enthusiasm is, in general
terms. According to Mr. Daniel Webster, "enthusiasm is the absorbing or controlling possession of
the mind by any interest or pursuit; lively pursuit". Mr. Webster may disagree, but when I got into this
business I was taught that the best definition of enthusiasm was in the word itself. EnthusIASM,
or I Am Sold Myself. With all due respect to Daniel, I love to simplify things and I am pretty
sure he is not writing as many definitions as he used to.
So to keep it as simple as possible, before you can sell it, you must be sold yourself. For some people this is
easy, if they are going to be paid, they are sold. For many others they can only sell a certain product once they
are convinced it is the best value. This very often is in your head or as Mr. Webster says "possession
of the mind". So we must convince ourselves of the value first. Many people equate value with price, but
I have a neat little formula for that as well, V=B/P or Value equals Benefits divided by Price. In other words,
the more benefits a product has versus a lower price establishes a greater value. Let us say you could buy Mercedes
convertible loaded worth $70,000 for $50,000 you have a good value, now you just have to find the money. On the
flip side you may find $14,000 Ford Escort for $10,000, similar value, but you have to find the need. The point
is that there are people that are comfortable selling Mercedes and Fords, you just have to wrap your head around
what you believe in and sell, sell, sell.
Now that we are sold and have this new found enthusiasm what do we do with it? As I just mentioned sell,
sell, sell. Your enthusiasm is only the octane in the fuel; great enthusiasm will make your personal
sales process run stronger, faster and more efficiently. Enthusiasm without a process is like gas without
a car. You must apply your enthusiasm and make it work for you. If you have the Attitude to succeed
and the Confidence to do it, Enthusiasm will make you that much better. Remember… ACE!
Now that we have all the parts, there will very little we can not achieve in the sales arena. Its amazing the commonality
I see in top sales executives. They may have different styles, but they all have great Attitudes coupled
with the Confidence to exceed and the Enthusiasm to fuel the process.
Enthusiasm is at the bottom of all progress. With it there is accomplishment. Without it there are only
alibis. Henry Ford
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Michael S. Finn, RRP,
writes an insightful bi-weekly column regarding issues of ethical and profitable sales & marketing. Read his bio here
Email: Michaelsfinn@aol.com Published
on Mondays.
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