The Power of Enthusiasm
09.28.2011Vincent told me, “You don’t sell cars. People just buy them from you.” He may be right. I’m a car salesman. One of the things I love about my job is that it’s beautifully simple. You want a thing, I show you the thing, you pay for the thing and the thing is yours! Another part I love; the sales process is universal. Why? Because the process of buying is universal.

The crap-pickers
I love reading sales books. I don’t always apply everything but every now and then something I’ve read comes in handy. One thing I’m currently exploring is enthusiasm. It’s mentioned in almost every sales book. “Enthusiasm sells!” “Sales is nothing more that a transfer of enthusiasm.” Are they right? I tried a little experiment yesterday and the results were outstanding.
My Mom takes care of my brother’s kids at least three days a week. They typically sit on the couch and drink 7up from a sippy cup. Even the youngest, Lila, knows how to navigate the “Just for Kidz” section in On-Demand. The weather yesterday was nice, so we were out in the backyard with Lila(age 3) and Julia(age 5). I noticed the backyard was covered in dog crap from my Mom’s two dogs. You know where this is going don’t you? No, I didn’t talk them into eating it but that also crossed my mind.
“Hey, Julia, wouldn’t it be awesome if we picked up all this dog crap right now?”
“Ew, I don’t wanna pick up dog crap. That’s gross!”
“Oh man, this is gonna be awesome. Lila, you wanna pick up dog crap with me, right? We’ll get plastic bags and then you can be the crap picker and I’ll hold the crap bag.”
Lila nodded with a big smile and followed me inside to find some plastic bags. “Crap,” became my buzzword. Everything became “crap this” and “crap that.” As soon as Julia saw how much fun we were having she couldn’t resist.
“Hey look at this piece of crap!”
“Whoa! That’s a nice piece of crap alright! Good find, Lila!” I laid the praise on lavishly. The momentum was building.
“You two have a knack for crap! There’s not a piece of crap that’s safe back here!” They were eating it up…Not the crap.
“There’s a pile of crap near your foot, Uncle Cam! Don’t step on it! I’ll get it!”
The work rate was blazing, yet it felt like an Easter egg hunt. The crap became scarce, the end was in sight and I had two world-class crap pickers on my hands. Could this be it?
“Go back in those bushes. The dogs love to go back there and crap.”
“Wow, there’s all kinds of craps back here!”
“Oh great, get em’ all! Also, crap is plural so you don’t have to put an ’s’ at the end of crap.” A grammar lesson to boot.
When we were all done, Lila and Julia had filled two plastic grocery bags with crap. They both peered inside, “Look at all this crap!” They were so proud that they didn’t want to throw the bags of crap away. They waited until their parents came to get them so they could show them what incredible crap-pickers they’d raised. I commemorated the experience with some photos. Tell me enthusiasm doesn’t work and I’ll show you two bags full of crap.