Self-Made Enthusiasm

The closer has to have enthusiasm before he meets any customer. Here are two ways to build enthusiasm and excitement: The closer can simply start tapping a pencil or pen on a table, slowly, then faster and faster until he feels himself changing moods. The same results can be achieved if the closer claps his hands together, slowly at first, but building the tempo. All this movement and noise builds excitement in the closer and excitement is enthusiasm's first cousin. (If you have access to music that inspires you, play it before your important meeting and this will also create enthusiasm.)

The closer has to be alert and expecting to win before meeting his customer for the first time. To achieve that frame of mind, he has to use enthusiasm, excitement and positive thinking. These qualities are always available to the closer and are always on his side. But it's up to him to strategically unleash them during his sales presentations!

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