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Sales Success (The Brian Tracy Success Library) by Brian Tracy

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TWO

Stay Enthusiastic

The 80/20 Rule applies to successful selling. Most of your success—fully 80 percent and maybe even more—will be determined by your attitude, your personality, and your level of motivation.

It has been said that the critical variable in a sales conversation is a “transfer of enthusiasm.” The sale takes place when you transfer your enthusiasm and belief in the goodness and value of your product or service into the mind of the customer. Like an electrical connection, when the spark of enthusiasm passes from you to your customer, the sale is made.

Enthusiasm is the key to establishing good relationships with buyers and closing sales. You need to be enthusiastic about yourself, your product, and your company to be able to transfer ...

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