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May 29, 2006


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biren shah

mostly (and not always), i have found - in myself and others - its not that the passion is missing. its just that it is hidden below our thinking that if we get the structure right (tecniques, technicalities...), we will get our act together. and we miss the mine-field of passion - the force or source.
it comes from (and also IN) the trainings we receive through out our lives (formal or informal) to shut out that which is e-motional, human... and go for 'the system'.
so bringing in passion, i feel, is about uncovering it rather than developing it.
like thoughts, passion is either there, or not. cannot be 'produced.

Jerry L. Fletcher

Passion is important, but I'd like to suggest something about where passion comes from.

Obviously, it's not hard to be passionate about a well-constructed condo with a breath-taking view of the beach and ocean. Add Robert's personality and it couldn't help working. In fact, probably a fairly dour personality could sell this product.

How do you develop passion for a product in a dirty, tough business?

This week I worked with a truly superb company that makes a heavy industrial work-horse product. They also happen to be voted consistently one of the best companies in the world to work for and they own the US market for this product (70% marketshare for some variations).

Passion for their product just pervades the company. At every level, in every detail, that fact is inescapable. How do they do it?

They believe, and repeat, and demonstrate in their actions that they intend to "get the product right!" They will delay introductions, stop development to rethink something, and genuinely agonize over every detail. If there is a big disagreement, they keep working on it until they find a non-compromise solution that everyone agrees now makes the product "right."

When it finally goes to market, everyone is behind it. Everyone, from the assembly person on the factory floor to the sales force to the top executives. Their frequency of repair under warranty is so low (1.2% of sales) that it's beyond the ken of their competitors (the best of whom is over 5% of sales). And this product, that does tough work in nasty environments 24/7, has won design awards in competition with Mercedes cars.

You can develop passion for a product. Commit everything to getting the product right. Then the passion is there and it doesn't go away.

Jerry Fletcher
MAG 16

Karl McCracken

Dead right - when you've a great product and you really believe in it, it sells itself. The trick is to find the people who need that particular product / service - they'll pull it right out of your hands.

This *always* works far better than trying to use dodgy sales techniques tp push it onto folks who don't need what you're offering.

Enjoy your holiday Robert!


Jacquie Hale

This is simply the best foundation: I believe in what I offer. Thanks for the fabulous reminder from paradise.


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