Keep Your Enthusiasm – Even In Tough Times!

The other day, as I was looking through some of my late father, Bill Brooks’, old books. I noticed a copy of Frank Bettger’s classic, “How I Raised Myself From Failure To Success In Selling.” Now, I had heard of this book many, many times throughout my life as I’ve sat through our IMPACT Selling® sales training programs, but to be honest… I had never read it before.

For years this book has been referenced in the introductory portion of the High IMPACT Sales Training program because the line we recite, “Show people what they want most, and they will move heaven and earth to get it” is taken from Bettger.

At any rate, now that I’ve framed this up for you, I’ll get to the point. I’ve begun to read this book, and the first chapter is all about enthusiasm and how this one simple concept helped the author – Bettger – increase his income by 700% in ten days. I’m not going to go into detail here about how and in what context Frank did it, but as I read it, it occurred to me that if we all embrace enthusiasm in our everyday selling endeavors, we’re going to be happier, more successful and – if this is important to you – wealthier.

Ever since I was very young, I remember my Dad coming home at night and writing. Whether he was authoring a book, working on his business plan or writing articles on his pet subject (sales and personal development) to submit to various publications, he was always working up until he went to sleep… sometimes in the chair with his work on his lap.

I also remember asking him so many times, “WHY CAN’T YOU STOP WORKING???” And it’s not that we didn’t spend time together or anything like that… it was just that he was – I thought at the time – obsessed with work.

Now, I understand; he was enthusiastic about his life’s work, and enthusiasm breeds a commitment to whatever you do, whether it’s for a living or for a hobby. As Mr. Bettger says in his now 60-year-old book, , “I know this: When I force myself to act enthusiastic, I soon feel enthusiastic.”

I’ll leave you with this thought: Right now, there aren’t many things we can control. The economy is in a recession (some call it a depression) and business is harder to find than it has been since 2001. However, if you can dig deep inside and force yourself to be enthusiastic about what you’re doing (even if you really don’t feel like it), you’ll have more energy, work harder and ultimately rise to the top to overcome your daily selling challenges!

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