Selling to The New Elite

CHAPTER TWOThe Passion of the Salesperson

“Nothing great in the world has ever beenaccomplished without passion.”

—GEORG WILHELM FRIEDRICH HEGEL

“Desire is the starting point of all achievement,not a hope, not a wish, but a keen pulsating desire,which transcends everything.”

—NAPOLEON HILL

“There is no passion to be found playing small—in settlingfor a life that is less than the one you are capable of living.”

—NELSON MANDELA

WE’VE INTERVIEWED AND TRAINED hundreds of successful salespeople who make their livelihood by building relationships with wealthy individuals. The first and most obvious impression one gets of these top performers is that they have, for a lack of a better phrase, a sense of passion.

Let’s not let semantics get in the way. ...