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Sales EQ by Jeb Blount

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10Sales Drive

Desire is the starting point of all achievement, not a hope, not a wish, but a keen pulsating desire which transcends everything.

—Napoleon Hill

This is the brutal, undeniable truth: sales is a tough, grueling, and at times heartbreaking profession. The pressure to deliver and the demand to perform are unrelenting. You must deliver results and keep delivering. Your income and ability to provide for yourself and your family depend on it.

In sales, unlike most other professions, the threat of losing your job because you have a bad month, quarter, or year is always hanging over your head. Even when you have a good month, you can't celebrate for too long because it's not about what you have sold; it is about what you sell today. On this journey, there are incredible emotional highs and deep lows.

Despite this highly stressful, high-pressure environment, ultra-high performers (UHPs) have a relaxed confidence. They fully expect to succeed. They believe they control their future. UHPs display optimism in the face of adversity.

Dr. Chris Croner spent years researching and has written extensively about UHPs. Through his research, he has discovered that ultra-high performers “always share one critical psychological trait, and that characteristic is drive.”1

Sales Drive is a fundamental component of Sales EQ and includes:

Optimism: The positive feeling of optimism helps you face adversity and keep going. Optimism is the mother of perseverance. It powers a positive belief ...

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