I have a friend that just can’t be brought down. He is excited. For as long as I’ve known him, he’s always happy, pleasant to be around, and excited about life. Now, don’t misunderstand, he isn’t independently wealthy, he doesn’t have perfect health, and his family can sometimes seem to be a drag. In fact, he has had incredible adversity…incredible I tell you, but that is probably a story for another time. What is important is his determination to remain positive. He has decided that no matter what, he is going to exhibit excitement and joy, not drudgery and complaining. The results are in his quality of life, which is superb.
I can count on him to bring me up.
In sales, this is so very important. As sales associates, we are often times faced with adversity in form or another. Rejection for new business. Client or provider side objection to terms of a potential deal. Unforeseen bumps or virtual mountains on the path to success. Dare I say..the economy. These pains in the ____ are inevitable. However, the difference between those that make a go at it and those that win, is the ability to look at adversity as opportunity.
They use excitement.
Their excitement is contagious. It positively affects all that they come in contact with. It causes people to see the glass half full. It creates environments for winning. Excitement is a resource that cannot be extinguished.
Excitement is the secret to my friend’s overall happiness with life and can be the ingredient to your overall success in sales.
Some of us are just like him. Always up.. If so, use these tools to laser focus your power.
Some are definitely not, and that is ok. It takes all kinds to make this world go round..
Here are 3 steps to make excitement be a retrievable resource when you are in a pinch:
1. What gets your blood pumping? Write down on a piece of paper 3 things that really get you going. Never mind Redbull…I’m talking about total body excitement! Is it a drive a little faster than you should with the music blaring? Is it a laugh out loud conversation with someone you know you will always be able to get a giggle from? Is it spending an unplanned, sweat inducing hour happy with your significant other? Whatever it is, make sure you write it down such that you can reference it again in the near future, even when you energy is sub-par.
2. What are your excitement drains? Write the top 3 things that really turn you into a slug. Is it staying up til 3am knowing you have to be at the lab at 9am? Is it having a “meeting” with your jerk of a boss as soon as you walk in the door at work? Perhaps sitting in traffic just melts you down? Whatever, notate with the ability to come back to it.
3. Now you have ammunition. If you have a special meeting or a presentation with a client to generate some paper, reference your excitement toolbox. Know that you should avoid your bull headed boss and rush hour, in addition to having your ipod juiced up and perhaps an old friend to chat with on they way. When you arrive, your excitement will be through the roof and your client will feel it. This will be good.
What else can you do to generate excitement? Let us know in the comments.
Onward and upward.
Hmm…I think what you are talking about here and with regard to your friend, is emotional intelligence. Have you heard of or read the book Emotional Intelligence by David Coleman? OR even better for you and related to the business/corporate worlds is his book: Working with Emotional Intelligence. I highly recommend both books! I think you’ll find good stuff and, perhaps find excitement in reading them!
Hey thanks for the input. I have not heard of his book, however I am quite familiar with emotional intelligence in general. I’ll have to give his work a look…might even make it to the friday book review