Enthusiasm

Sales Man Up

Enthusiasm

Nothing great was ever achieved without enthusiasm.
- Ralph Waldo Emerson

Success consists of going from failure to failure without loss of enthusiasm.
- Winston Churchill

Enthusiasm is contagious, isn't it ? People who are passionate about what they do attract others to listen to their message. As sales professionals, when we deeply believe in our company, our products or our services; then our prospects will believe as well.

Years ago , while working for a large commercial textile company, I was privileged to train with a senior sales rep who was the embodiment of enthusiasm. Gene had originally pioneered the entire state of Florida for this manufacturer, and you did not have to be around him very long, before he started talking about his high-performance Flooring and the benefits of “ closed cell vinyl cushion”. Gene was so passionate about his product, he was affectionately nicknamed “Mr. Cushion” by those closest to him. His zeal for his Flooring was on par with Elon Musk’s belief in SpaceX; and like Elon, he was a man of action, not merely of words.

Gene and I were riding together one day, making calls in Northern Central Florida. An established architectural firm had reached out to our company, asking for some specification assistance and product recommendations on a church project. I had already been in sales for a few years, but watching Gene in action was like a sales version of “ Dancing with the Stars”. He was fluid, on time, and well prepared. He knew his routine, and he always carried in his sales bag which consisted of several small samples of his product (  AKA The Cushion ) , and of course, his three ring binder depicting oodles of successful installations. After sitting down with the principal, Gene opened up like a leading scene from an Epic movie, expounding with accuracy and exactness concerning the features and benefits of his flooring. With passion he reached for the photo binder and began to expositorily pontificate on each project with such fervor. It was a beautiful thing. Both the architect and myself respected Gene’s enthusiasm . He was unstoppable.

How about you ? What are you passionate about ? Webster states the root meaning of enthusiasm is “ to infuse a divine spirit, to be inspired….”  We both know that inspiration is just the beginning of the story. It must be combined with perspiration in order to arrive at success. Without enthusiasm though, our life is listless, our presentations are boring, and our jobs mundane. My mentor Gene is no longer with us on this side of eternity, but his spirit lives on in every sales person that reaches for their  IPad, laptop, and sample bag; and steps into a conference room to give a presentation. Whatever you do, do it with zeal, passion, and enthusiasm !


The secret of genius is to carry the spirit of the child into old age, which means never losing your enthusiasm. - Aldous Huxley