There's No Substitute for Passion
I’m going into my 7th year at Top of Mind Networks and am blessed to, I think, have figured out one of the secrets of success.† Well, it’s technically not a secret.† And we all have it inside of us.
It’s passion.† Pure uninhibited passion.† The joy for the game.
Here are my goals when going into a selling situation:
1)† I’m going to find a way to help my prospect whether I’m compensated for my efforts or not.
2)† Never discount the competition. In our space, the pace of innovation is staggering.† Product differentiation becomes clouded.† I need to connect on a deeper level.
3)† Communicate this if nothing else: I love what I do for a living.
Outside of my immediate family, my career consumes me.† And here’s the funny thing – I am not a workaholic.† My secret is that I’ve been able to make CRM sexy, exciting and fun.† When I’m in the car, I’m always trying to find new angles, provide more value for my clients and differentiate from my competitors.
Hopefully, when you read my articles, you can sense how inspired I’ve become about this stuff.† You’ll see that I’m not faking it – after all, it would be a nifty trick to fake it for this long.
Once you’ve gotten to this point, it just becomes second nature.† The passion emanates from every activity, no matter how routine or mundane.† Each task has become another building block toward what I’d like to become someday.
It might take 5 months.† It might take 5 years or more.† Frankly, I don’t really care how long it takes.† The journey is the fun part.† And if I’m ever fortunate enough to reach my final destination, whatever that might be, I’ll likely jump right back into the muck.
Do you feel this way about your business?† If you don’t, here are a few tips:
1)† Find people who do – and spend as much time around them as possible. That was one of my core reasons for attending Bloodhound Unchained last week in Phoenix.
2)† Watch the NHL Playoffs tonight, tomorrow, and until they end. Hockey is pretty far down the list of my favorite sports.† But the play-by-play during the action of an NHL Playoff Game is scintillating.† Even if you’re not a hockey fan, or even a sports fan, do yourself a favor.† Turn on the hockey game, crank the volume up, and close your eyes.† Just listen to the announcers.† That’s what I’m talking about – pure love for the game.† Pure passion.
3)† Determine why you’re in this business. A Jerry Maguire moment here.† (By the way, this is another very inspiring movie for me).† Try to remember the first loan you closed and how it felt at the closing.† Let that feeling back into your life.
Passion is the single most effective sales tool in the world.† There’s no book or blog post that’s going to teach you that.† It’s up to you to harness its power.† To close, I’d like to quote “Dicky Fox”, the inspirational character from Jerry Maguire:
“Hey, I don’t have all the answers.† In life, to be honest, I failed as much as I’ve succeeded.† But I love my wife.† I love my life.† And I wish you my kind of success.”