Over the last four decades I've started and grown a number of thriving businesses and, as a result, I've had the opportunity to meet and observe a great many people. You might be surprised to hear that intelligence or talent or even higher education hasn't been much assistance to a large number of them. Their level of success was much less than you'd expect, mainly because they lacked one major ingredient that is absolutely paramount to accomplishing anything worthwhile.

On the other hand, I've met others that had very little formal education, were fairly average in intelligence, and certainly didn't excel in the natural talent arena and yet they were out-selling and out-producing their more "gifted" counterparts. As the President of a Transit Corporation so aptly stated, "A person who possesses one very important ingredient can out strip a person of greater ability every time." What is that ingredient?

ENTHUSIASM!

Enthusiasm is that extra spark that makes you great; it's the inspiration that wakes you up each morning with the desire to really live; it's the persona that says to the world, "I've got what it takes" without you ever having to utter a word.

Aristotle called enthusiasm "the regenerative force of conviction," Victor Hugo referred to it as "the fever of reason" while Ralph Waldo Emerson described it as "the height of man; the passing of the human to the divine." Enthusiasm spreads like a Prairie fire in the wind, blasts away every obstacle, and helps you sell your ideas and products with total confidence. Enthusiasm is powerful stuff!

What is the source of enthusiasm?

Enthusiasm is the outward manifestation of an emotion that originates deep within the heart. It is as impossible to hide as deep sorrow or abiding love. It is natural and unrestrained being neither flamboyant nor intentionally sedate.

There are many kinds of enthusiasm - as many kinds as there are kinds of people. Your type of enthusiasm will fit your personality. Socrates had a quiet, probing enthusiasm while St. Paul had a palpable zeal for his newfound faith.

Why is enthusiasm so important?

The most important reason for having enthusiasm is this: Enthusiasm Sells! It is an outward reflection of an inner confidence, a knowledge indicator, an energy generator, an obstacle blaster. And it is highly contagious! Enthusiasm is your greatest source of:

· Productivity · Power · Natural expression · Success

Many mistakenly believe that enthusiasm is only experienced after you make a sale but psychologist William James says it's quite the opposite. The real steps are these:

· A sales problem presents · You bring enthusiasm to your presentation · Enthusiasm stimulates an action that overcomes any objections · You make the sale!

In other words, your customer sees and begins to share your interest in your idea or product, admires and covets your knowledge, and becomes caught up in your beliefs about your product, your service, and yourself. Result? Sale accomplished!

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