“For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” – Zig Ziglar 

The last two posts on this blog discussed steps you can take to accelerate your motivation in tough economic times.  The first suggested that you get clarity and focus on your goals by asking “Why?”  The second mentioned the need to stay focused, primarily by avoiding the distraction of the “Bad News Blues”.  

What else, though, can you do to get motivated and moving in the direction of your dreams?  The quote above from Zig Ziglar nails it: you must get passionate about what you do in order to stay motivated and moving forward.  Why?

To answer that question, I’d like you to think about an activity you really enjoy.  Let’s say, for example, that you love to golf.  Here’s the question: what does a golf lover do in order to play the game?  The answer: whatever it takes to get on the course!  In fact, people who are passionate about golf have been motivated to call in sick to work, cancel all other activities and golf in the rain in order to play at a favorite course.  Now that’s passion!

Think for a moment, though, about something you hate to do.  For me, it’s yard work.  For some reason, no matter how she tries, my wife just cannot convince me that spending time pulling weeds and trimming hedges is good for me.  So, here’s another question: what will I do to get out of doing yard work?  The answer: whatever it takes!  I’ve even been know to occassionally fake injury and/or illness to avoid spending the afternoon on this loathsome chore.

Now take these same principles, and apply them to the average salesperson or entrpreneur.  Did you know that as many as 87% of respondents in surveys say they dislike their jobs?  Keep in mind, that number includes people who are self-employed!  Can you imagine hiring yourself to do a job you hate?  Why would anyone do that?

The point is this: if you hate what you do or what you sell, it’s going to come through loud and clear to the people you serve and they are going to be less likely to buy from you.  After all, if you don’t believe in the product or service enough to be excited about it, why should they buy it?

Your passion and enthusiasm for the products and/or services you sell is critical to your success.  If you don’t feel particularly passionate about what you sell, though, all is not lost.  It’s possible you just need to shift your perspective.  What does your product offer to the people or businesses you serve?  Better value?  Some kind of competitive advantage?  Is there anything about it that gets you excited?  

If you can find that spark of excitement, latch on to it and go sell that enthusiasm and belief.  If you can’t, though, it might be time to consider a change.  After all, trying to motivate yourself to do a job you hate is like trying to get a geek to do yard work: it annoys the geek and frustrates his wife.  Trust me; I’ve got the weeds to prove it!