What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

Habit 10—Withholding Passion and Energy

The tendency to forget that people decide on the basis of emotion and later justify that decision with logic.

As a professional, you believe in what you represent, right? Your product or service offering is very much a part of your personal identity. As a matter of fact, we’re wagering you live it and you love it. With this kind of visceral commitment to the value that you bring to the lives of your customers, why is it that some customers find your self-presentation flat, mechanical, disinterested, or even indifferent?

Passion is defined as “a powerful emotion or appetite; boundless enthusiasm; an abandoned display of emotion; fervor; zeal; ardor.” There are countless reasons why we tend to withhold passion ...