If the work wasn’t scholarly and technically challenging, I didn’t want to do it. The last thing that I wanted to do was selling. Yet, the truth, we are all in sales. We’re selling our ideas, products, our companies.
In my twenties, I was pitching a startup idea to an investor in Silicon Valley. After the meeting, he said, you know Scott, you’re good looking chap, you’re smart, you got all the right qualities but I’m not feeling it. I shared the experience with my mentor and he told me this. Scott, stop trying to sell your ideas, your startups, your products. Instead think of it as transferring enthusiasm. What’s going to get them excited is your enthusiasm.
This is what Tony Robbins does. He paces the stage with urgency. He’s volume and cadence screams enthusiasm. And what the audience feels and ultimately walks away with is that enthusiasm.
So stop selling, and start transferring enthusiasm.
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