When we step out into the cold, flat world of selling, we have to keep up our optimism and enthusiasm. We’ve all listened to sales people pitch us something that we know they absolutely do not care about. Is there any less effective approach?
The most effective presentations are made by people who love what they are doing and what they’re offering. No matter what your mood is in the morning, you’ll pretty much have a day that matches the very same mood you entertain and keep around. It’s a sales koan: does the happiest sales person make more sales because they’re happy or are they happiest because they make the most sales.