In High Spirits How to get yourself and your business fired up from the inside out

Enthusiasm. What is it, and how do we get it? It comes from theGreek word "enthios," which means "the godwithin." Isn't that an apt description? Think back to thetimes you've been enthusiastic about something. Think of howenthusiasm has provided you with the energy you need to keep goingand the will to take whatever action is necessary.

What does enthusiasm have to do with sales? Everything. It isthe outward manifestation of our inner passion. Enthusiasm oftencarries us far beyond any skill or talent we may have. Take twopeople who are vying for a job. One has enthusiasm and energy, butnot much experience. The other one has experience and is-at leaston paper-smarter, but lacks energy. Who would I hire? The personwho demonstrates enthusiasm.

Experienced salespeople are a dime a dozen. Give me someone withpassion or drive; they'll go much further than anybody else.Sure, you need to have a skills set and be knowledgeable. And youhave to be able to set goals and know your customers. But withoutenthusiasm, you'll be pulling yourself uphill all the way.

Here are four keys that will help you to increase and maintainyour sense of enthusiasm:

1. Learn something new everyday. I've said this before, but I can'temphasize it enough. When you begin to understand something at adeeper level, your passion for it begins to brew. Human beings,like water, become stagnant without movement. In fact, if we standstill, we may actually move backward as the business world keepsmoving forward without us. Ask yourself every day, What new thingdid I learn today?

2. Revel in the smallest steps towardsuccess. Acknowledge whatever forward movementyou're taking, no matter how small-even small steps, if steady,will get you to your destination. We often get into a rut, ourenthusiasm dragging behind, because we're waiting for the"big reward" to push us forward. But often the best wayto push enthusiasm ahead is to get a series of minor successesgoing with little activities.

Progress alone can generate excitement. When you'regenerating activity, it drives you to work harder, to do more, tolearn more about your business, industry and customers. It spursyou to make those extra calls, even though it's late andyou're tired and no one would be the wiser if you just stoppedright where you were.

3. Set your goals and stick tothem. You start the day at a disadvantage if you get upevery morning thinking, What am I doing? Where am I going? How willI get there? Enthusiasm naturally increases when we have somethingahead of us to shoot for. Passion creates the pathway that pulls usforward like a magnet in the direction we've set forourselves.

If your enthusiasm is waning, re-establish your goals. Remindyourself of long-term rewards and how much closer you are to themnow than when you started out. This will make it easier for you toget through the rough times-to get past the obstacles and over therejections.

4. Protect your environment.This is the most important key to building and maintainingenthusiasm. When you're around people who are not supportive,when you're constantly battling those who would bring you down,it's almost impossible to remain positive and enthusiastic.

No matter how strong you are, if you are surrounded bypessimistic people, you will be drawn down their slippery slope. Ifyou can't rid these people from your life, then spend as littletime as possible with them and shield yourself from their negativeinfluence.

Remember that your passion is contagious. It gets your customersexcited-they don't just want to buy your product, they want tobuy the energy and vivacity you bring with it. Enthusiasm is anardor, a zeal for living that buoys our spirits and gives usenergy. It makes us feel good, empowered and spirited, as if thegod within was giving our lives a lift, a shine and a clear pathtoward success.