Building Your Enthusiasm – by Tom Hopkins

You must have enthusiasm for your product or service and for being a salesperson if you are to succeed in this business. It can be tough to keep your enthusiasm on those days when you face rejections, have cancellations, lose sales, and have to handle numerous challenges for the people you serve.

After much observation, I’ve come to the conclusion that to be an enthusiastic person, you have to have the following five ingredients in your life:

The first thing is curiosity. Do you dream about driving the car or owning the home of your dreams? This is curiosity about a certain lifestyle, and that curiosity builds enthusiasm.

I often golf at country clubs that are very elite. Sometimes I am paired up with people I’ve never met. Being curious, I enjoy getting to know them, and often find that they are incredibly wealthy in material things. However, the material wealth they have accumulated has not made them happy. In fact, I find they are often cynical and negative towards their fellowmen. They have lost their curiosity and in doing so, have lost their enthusiasm for living.

The next ingredient is interest. You have to keep a high interest level. People who have lost their enthusiasm have also lost their interest. You will often hear them saying, “We just don’t have an interest in that…” I can see if you’ve had a bad experience with something that you might lose interest in it, but find something to replace that experience. Always be interested in new things!

The third thing you need to have in addition to curiosity and interest is knowledge. Enthusiasm and competence is never long-lasting without knowledge. Never stop learning. The perpetual students I know are some of the happiest people I’ve ever met.

Belief is the fourth ingredient. You must believe that what you are doing is right. Believe in yourself and your product or service. Believe in the changes you can make in other people’s lives — for the better—for helping them make decisions to own your offering.

The fifth thing you need to have within yourself to generate enthusiasm is purpose. Your purpose must transcend making money.

You may think being rich causes enthusiasm, but enthusiasm is even more important when you are down and out with little or no financial reserves. Having enthusiasm helps you to stay motivated and focused for your climb to the top, and in reaching the goals you have set for yourself.


Tom Hopkins is a sales legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike. His book How to Master the Art of Selling is one of the best-selling sales books of all time. You can connect with Tom at his website or by calling 800.528.0446 or 480.949.0786.


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