Selling to The New Elite

CHAPTER THREEThe Passion of the Prospect

“A man without passion is only a latent force,only a possibility, like a stone waiting for the blow fromthe iron to give forth sparks.”

—HENRI FRÉDÉRIC AMIEL

“If I were to wish for anything, I would not wish for wealthand power, but for the passionate sense of what might be.”

—SØREN KIERKEGAARD

PASSION IS MORE THAN just the defining element of top salespeople. It is also the predominant characteristic of financially successful people; in fact, for most of them, pursuing a passion other than money has been the driving force behind their financial success.

This observation may come as a surprise to some, who might be tempted to think that the highly successful are primarily motivated by money. When we began ...